Three Ways Your Clients May be Mis-Handling Sales Calls…

… and the secrets to turning those calls around…

Here are three
ways your clients’ businesses may be mis-handling calls, and losing sales.  When they improve in these areas, they’ll see
their close rates rise. 

1. 
Not listening to the caller…

Recommend
that your clients train their sales and service staff to listen to what the
customer is asking for, and then look past that to find out what they need.
Make sure their sales teams are listening closely to intonations; emphasis on
certain words may provide a hint as to what questions to ask to move the sales
process along. Call Recording lets your clients play back their incoming calls
at a later date so they can monitor sales and service staff, spot any problems
with the call-handling process, and fine-tune those holes to turn more phone
calls into appointments and sales.

2. 
Jumping straight to booking an appointment without building rapport with
the caller…

In any type
of sales business, you need to establish a relationship. So, coach your clients
to avoid rushing to the sale. Teach them to take the time to engage and educate
their customers, and people will reward them with a purchase, and hopefully
become loyal buyers.  A basic sales
script to guide the conversation will serve your clients’ sales staffs well,
and do the same for their service departments. 

3. 
Not following up on phone leads…

Just because someone does not buy immediately doesn’t mean they won’t be
interested later. Follow-up is a critical aspect of sales that is often
neglected.  The secret to making the most
of every incoming phone lead is to employ a lead-tracking system that provides
caller information like name, address, phone, and average home value.  This will help your clients capture that
essential information, and allow them to keep that prospect on their radar for
future follow-up and pro-active marketing campaigns.

A
thorough analysis of your clients’ callers’ experiences as they are introduced
to your business will speak volumes on where their sales and service
departments excel, but most importantly, on where there is room for
improvement. 

If your clients don’t
already have Call Tracking and Call Recording services in place, then get them signed up with a service provider!