Building a telephone pitch: our method

Want to secure new customer meetings? The telephone remains one of your most faithful allies for carrying out your commercial prospecting, at the heart of a structured sales strategy. However, it is important to build a good telephone pitch to prospect by telephone effectively.

Create a relevant and impactful argument

Constructing a telephone argument allows you to gain relevance, confidence, and to anticipate certain obstacles, certain requests from your interlocutor during the call.

In one sentence maximum, start by introducing yourself and explaining the purpose of your call. In one sentence, maximum! Free yourself from unnecessary details, keep it simple, and get straight to the point.

Be focused on the benefits of your product or service. Don't necessarily learn them by heart. so that your argument remains as natural as possible, but be precise, and don't forget anything. Having all your strengths in mind will facilitate the fluidity of your speech and your ability to respond to your interlocutor's responses, while remaining in alistening to your customers.

Also and above all, show your interlocutor that you have understood their needs and quickly validate thequalification of the quotebefore going any further. Do not hesitate to validate your proposed solutions as you go along with regard to the different points identified by your interlocutor. Use phrases such as: “Does this proposal suit you?” ", "can we continue? ".

Finally, end your argument with a negotiation phase and deal with objections without delay. If necessary, schedule another appointment with your contact. The final objective of all these exchanges is obviously to conclude a sale with your prospect!

The substance and the form

The substance is obviously very important, and the form, just as much! Use short, positive sentences and always use the present tense during your phone call. Be compelling when you develop your sales arguments, do not leave room for doubts for your interlocutor!

Ban empty, overly technical or dubious words. Be direct, dynamic, and relevant!

The first seconds are always decisive, think very precisely about your hook and how you are going to describe the subject of your call to your interlocutor.

Do not explain your solution in a banal way, prepare your argument well to ensure that you differentiate yourself from the competition. Bring value to your speech!

A good telephone pitch requires good preparation in advance. If you want to put all the chances on your side to sell effectively during your calls, apply the right method now! From the reflection phase, to the writing of the argument to the oral transcription phase, each step is important and none should be neglected! Obviously don't forget to test several different arguments in order to make optimizations, and ultimately, find the key argument that allows you to make maximum sales!

At hipto, we are constantly refining our Conversociads© lead generation solution to guarantee you better telephone pitches. A need?Contact us:

• contact@hipto.com

• +33 1 76 39 06 68

Sources:

• Sales technique

• Commsoft

• Consultant links