Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Here is the question: how can your telemarketing team compel business prospects to buy from you?
The answer is rather simple: find out the reasons why potential sales leads will buy from you.
You need to understand what runs inside their minds, what give them a reason to do business with you. There are a lot of factors that can influence their decision-making process, so it makes sense that you craft your sales pitch according to the underlying reasons for their buying. This will help you generate more B2B leads. But where should you be starting in your marketing plans?
Your appointment setting team can try the revenue increase angle. Keep in mind that a person goes into business in order to make a profit. If they can find a way to increase their profitability, then they will use it. Even if there is a price, as long as it can be proven that it can help, then these people are willing to shell out money. In your case, you can show or demonstrate to these prospects how your product or services could help expand their customer base and make more sales. Do that, and in a convincing manner, then you increase your chances of making them sign-up with you.
Another angle you can work on could be cost reduction. Operating a business requires a lot of money, with cash problems being one of the biggest reasons why companies close down. That is why their attention will perk at the opportunity to reduce costs without sacrificing efficiency or profits. Some of the most successful sales people work on that angle. Everyone wants to save, and if you can prove to them that you can be the answer to that, then they will be more than happy to get that answer from you. All the better for your lead generation campaign.
You can also advertise your business as the best tool for increasing market share. In these competitive times, the company that can capture the bigger slice of the market is the one most likely to succeed. There are a lot of companies that would be interested in what you say, if you can prove it. Too often, business owners turn away such offers because they are wary, or they had a bad deal before. Show them that you mean business, and that you can deliver what you promise, and you pretty much have a done deal with them. It is not that hard to convince them, as long as you have the proof.
There are a lot of other reasons why a business would buy from you. It is your job to find out, identify, qualify, and craft your sales process according to what you learn from them. In the event that you, or your people, are not skilled or familiar with such intricacies in marketing, you can always outsource your work to a professional lead generation agency. That will do the trick, plus it will free up your own resources for other activities.
Read more blogs on lead generation and telemarketing HERE.
About the author