No one knows better than you how tough it can be to sell by phone. Since much of what we learn in any communication is visual, your people are hamstrung out of the gate. Having productive conversations with your customers is even more challenging now that everyone is trying to do more with less. Buyers are hurried and skeptical; and all the while, the company is expecting more from you and your team.
Meanwhile, you know there are opportunities to improve execution. Your people struggle to expand opportunities beyond the buyer’s defined needs. They are under constant competitive pressure because they don’t demonstrate the compelling value of your advantages. When they do have to deal with customer objections, they seem intent on giving away even more than necessary. Perhaps you need to make some changes and bring in new people who are more talented. Or maybe this is the “new reality” and the environment is so tough that expectations should be lowered. No, that isn’t happening.
It probably isn’t your people or the environment – it is their process.
When your telesales team is struggling to find new opportunities and differentiate your solutions from those of your competitors, we can help. We are AXIOM Sales Force Development and we have more than twenty years experience helping telesales teams address the inherent challenges of communicating with buyers by phone. Our AXIOM Selling Sciences Program has become the standard for some of the most successful telesales organizations in the world.
Our methodology and tools will help your people transform their customer conversations and allow them to:
- Better understand their customers and identify new opportunities to add value
- Develop clear differentiating criteria that increases their success rate and speeds the decision process
- Describe your solutions in a more compelling fashion- demonstrating to the customer how their success will be impacted
- Address objections and concerns more effectively, without giving away more than necessary to satisfy the customer
Not only will AXIOM’s customized selling programs help your people become more effective, our tools and coaching model will help you set them on a course of continuous incremental improvement. If/when you do need more headcount, AXIOM can help you make certain the hiring process identifies just the right candidates.
At AXIOM, our mission is to impact your success. So feel free to look around our site, and let us know how we can help your telesales team outperform the competition.