Proactive Telesales: the new way to boost your business

What is Proactive Telesales?

Nowadays every contact with the client is an opportunity for growth.

Traditional sales based on in-person visits are just one of the ways of selling. Strengthening all communication channels with the client and expanding our commercial vision is a necessity in the 21st century.

When we speak on the phone with the client, when we write an Email or a Whatsapp, when the client looks at our LinkedIN profile or we have a Skype meeting... we also have to become aware of the importance of Proactive Selling.

Many companies are promoting Telesales to increase the frequency of contact with the customer and reduce the costs generated by the in-person visit. It is no longer a complementary channel to traditional sales. It is a necessary, profitable and effective option.

Why PROACTIVE TELE-SALES?

Almost 70% of the items that the customer loads in their cart are decided at the point of sale according to the article published by Francisco Fernández Reguero "Cross-selling and Complementary Selling."

Can we also act proactively to increase the final order in our Customer calls? The answer is yes.

To do this, we point out 9 key ideas of Proactive Telesales that we must always practice to promote additional Telesales:

1. Qwell-directed questions to detect the customer's degree of satisfaction and to know their new needs.
2. Reformulation to confirm what was said and summarize the order.
3. EITHERMaximum customer focus to achieve a win-win relationship. This involves listening empathetically and understanding the reasons for their decisions.
4. TOsertivity to recommend the best and dare to leave our comfort zone,
5. creactivity to prepare personalized solutions for each client.
6. TEnacity, Discipline and Preparation because we must "imagine" the client, since we do not have him in front of us. Telephone Sales is an Art because it requires enhancing our Professional Voice as a unique tool. Every sentence we utter must provide value to the customer on the other end of the phone. And that is Art.
7. Yoinitiative to effectively manage the logistics involved in each sale. When we hang up the phone, the post-call begins, the follow-up and confirmation that the order placed will meet the requirements agreed with our client.
8. VAdditional research focused on analyzing how we can globally satisfy the needs of our Client's business, combining Cross-Selling with Consultative Selling to consolidate ourselves as a Partner.
9. TOself-confidence to value our daily work, to reaffirm that the client needs us to grow - just as we need them - to get up every time we hear no and to evolve day by day.

Thank you Nestlé Froneri

Allow me to thank you from these pages for the opportunity that Nestlé Froneri offers me every year that we work together on Telesales.

4 years, 4 challenges, 4 training that have helped me specialize in Telesales.

4 years learning and enjoying! Thank you!