登录查看更多内容

How do you create a sense of urgency and close the sale without being pushy or aggressive?

由人工智能和领英社区提供技术支持

Creating a sense of urgency and closing the sale without being pushy or aggressive is a delicate balance for any telemarketer. You want to motivate your prospects to take action, but you don't want to annoy them or make them feel pressured. How can you achieve this goal and increase your conversion rate? Here are some tips to help you sell over the phone effectively.

此文章中的业界达人

由社区从 4 条内容中精选。了解更多

Simon White

Developing Sales Teams | Sales Trainer | Sales Coach
Debra Kelly

Done-for-You LinkedIn & Telemarketing Solutions | Helping Busy Business Owners Stay Visible, Build Connections &…
Brad Rowe

Customer Experience Lead at BestBox Storage

1 Know your value proposition

Before you make any call, you need to have a clear and compelling value proposition for your product or service. What problem does it solve, what benefit does it offer, and what makes it different from the competition? You need to communicate this value proposition in a concise and relevant way to your prospects, and tailor it to their specific needs and pain points. This will help you establish credibility and interest, and set the stage for creating urgency.

添加您的观点

Simon White

Developing Sales Teams | Sales Trainer | Sales Coach
举报内容
We can all agree that high-pressure tactics and outdated closing methods often do more harm than good. The key is to highlight the Cost of Inaction (COI) - what is the cost to the prospect if they don’t move forward or delay their decision? I’m a strong advocate of the SPIN selling model (Situation, Problem, Implication, and Needs Payoff), particularly the Implication stage. Here, the focus isn’t just on identifying the pain points but also on understanding the cost of doing nothing. By framing the conversation this way, you create a natural sense of urgency without coming across as pushy or aggressive.

已翻译

赞

2 Use time-sensitive incentives

One of the best ways to create urgency is to offer your prospects a time-sensitive incentive, such as a discount, a bonus, a free trial, or a limited availability. This will make them feel that they are getting a good deal, and that they might miss out on it if they don't act fast. However, you need to be careful not to overuse or abuse this tactic, as it can backfire and make you seem desperate or dishonest. Make sure that your incentives are genuine, reasonable, and aligned with your value proposition.

添加您的观点

Debra Kelly

Done-for-You LinkedIn & Telemarketing Solutions | Helping Busy Business Owners Stay Visible, Build Connections & Generate Leads Without the Hassle
举报内容
Most of the time I don't like this method. It can often seem desperate and you can come across too pushy. It really does need to be a genuine offer.

已翻译

赞
Brad Rowe

Customer Experience Lead at BestBox Storage
举报内容
I agree. I typically use during Holiday specials that are only for so long. I get the best Acknowledgements back during 4th of July or Veterans days sales and they thank me for telling them about it!

已翻译

赞

3 Ask open-ended questions

Another way to create urgency and close the sale is to ask open-ended questions that elicit your prospects' needs, goals, challenges, and objections. This will help you uncover their motivations, priorities, and buying criteria, and also build rapport and trust. By asking open-ended questions, you can also guide your prospects to discover the value of your product or service for themselves, and make them feel that they are making an informed and confident decision. Additionally, you can use questions to overcome objections, address concerns, and handle stalls.

添加您的观点

4 Use trial closes

A trial close is a technique that allows you to test the temperature of your prospects and gauge their readiness to buy. It involves asking a question that implies or assumes a positive response, such as "How does that sound to you?" or "Would you like to take advantage of this offer today?" A trial close can help you create urgency and close the sale by confirming your prospects' interest, identifying any remaining barriers, and moving them towards the final commitment. If you get a positive response, you can proceed to the actual close. If you get a negative or hesitant response, you can use it as an opportunity to address any issues and reinforce the value proposition.

添加您的观点

5 Use assumptive language

Finally, one of the most effective ways to create urgency and close the sale without being pushy or aggressive is to use assumptive language. This means that you use words and phrases that imply or suggest that your prospects have already agreed to buy, or that they are about to do so. For example, you can say things like "When you sign up today, you will get..." or "As soon as we process your order, you will receive..." This will help you create a sense of inevitability and momentum, and also reduce the chances of your prospects changing their minds or backing out.

添加您的观点

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

添加您的观点

Jae Durán
举报内容
If during the sales process, you have asked all the right questions that gets to the pain points of a prospect’s circumstances, it helps to speak those answers they gave you back to them. You have to slightly push their “emotional hot button.” That will remind them why they should buy your services.

已翻译

赞

Telemarketing

+ 关注

给文章评分

我们借助人工智能创建了此文章。您认为这篇文章怎么样？

很棒不太好

举报此文章

查看全部

How do you create a sense of urgency and close the sale without being pushy or aggressive?

1

2

3

4

5

6

1 Know your value proposition

2 Use time-sensitive incentives

3 Ask open-ended questions

4 Use trial closes

5 Use assumptive language

6 Here’s what else to consider

Telemarketing

给文章评分

感谢您的反馈

更多Telemarketing相关文章

更多相关阅读内容