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4 Sales Call Rapport-Building Techniques That AI Can't Yet Do (Video Thumbnail)

4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

 

By 2050, machines will take over half of all jobs.

… and telemarketers will be the first ones to go.

 

An Oxford study says

there’s a 99% chance
AI will replace human telemarketers soon.

 

But until AI learns how to build genuine rapport,

sales calls will remain a person-to-person interaction.

That’s because there are four building blocks of rapport

that only we humans can do for now.

 

#1 Listening and Empathy

Talking about oneself releases feel-good chemicals in the brain.

It’s even more rewarding with a person who’s really listening.

How Not to Sound Like a Machine:

Start with an open-ended question;

let them share a bit about themselves.

 

#2 Being Authentic

People do business with people they like.

No matter how well AI mimics human speech,

there’s nothing like the real thing.

How Not to Sound Like a Machine:

Let the conversation flow naturally and show genuine interest,

but don’t overdo it.

 

#3 Finding Common Ground

AI knows more about your prospects than you do.

But only people can connect and find common ground in a conversation.

How Not to Sound Like a Machine:

Bring up interesting tidbits that prospects can relate to.

Build on these points at different moments in the call.

Related: Rethinking Telemarketing and Its Spammy Reputation

 

#4 Creating Shared Experiences

The secret to building rapport is creating shared experiences.

Whether it’s defining the prospect’s problem or identifying a solution,

working together brings people closer.

How Not to Sound Like a Machine:

Turn sales calls into collaborative brainstorming sessions.

Use “we”, “our”, and “us” in the conversation.

 

Rapport is a two-way connection between people.

It’s going to stay that way unless machines master these four skills.


Earn Appointments with These Cold Calling Scripts for All Industries


 

 

Get more customers in your sales funnel using Callbox Multi-Channel Marketing Strategy

Dial +61 2 9037 2248

Add us on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Digital Marketing Trends That Will Drive Your Content Strategy for 2019
7-Digital-Marketing-Setup-Tips-for-Startups
By-The-Numbers-Marketing-Stats-that-Drive-Top-B2B-Industries-in-2019
4 Sales Call Rapport-Building Techniques That AI Can't Yet Do (Video Thumbnail)

4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

 

By 2050, machines will take over half of all jobs.

… and telemarketers will be the first ones to go.

 

An Oxford study says

there’s a 99% chance
AI will replace human telemarketers soon.

 

But until AI learns how to build genuine rapport,

sales calls will remain a person-to-person interaction.

That’s because there are four building blocks of rapport

that only we humans can do for now.

 

#1 Listening and Empathy

Talking about oneself releases feel-good chemicals in the brain.

It’s even more rewarding with a person who’s really listening.

How Not to Sound Like a Machine:

Start with an open-ended question;

let them share a bit about themselves.

 

#2 Being Authentic

People do business with people they like.

No matter how well AI mimics human speech,

there’s nothing like the real thing.

How Not to Sound Like a Machine:

Let the conversation flow naturally and show genuine interest,

but don’t overdo it.

 

#3 Finding Common Ground

AI knows more about your prospects than you do.

But only people can connect and find common ground in a conversation.

How Not to Sound Like a Machine:

Bring up interesting tidbits that prospects can relate to.

Build on these points at different moments in the call.

Related: Rethinking Telemarketing and Its Spammy Reputation

 

#4 Creating Shared Experiences

The secret to building rapport is creating shared experiences.

Whether it’s defining the prospect’s problem or identifying a solution,

working together brings people closer.

How Not to Sound Like a Machine:

Turn sales calls into collaborative brainstorming sessions.

Use “we”, “our”, and “us” in the conversation.

 

Rapport is a two-way connection between people.

It’s going to stay that way unless machines master these four skills.


Earn Appointments with These Cold Calling Scripts for All Industries


 

 

Get more customers in your sales funnel using Callbox Multi-Channel Marketing Strategy

Dial +61 2 9037 2248

Add us on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Digital Marketing Trends That Will Drive Your Content Strategy for 2019
7-Digital-Marketing-Setup-Tips-for-Startups
By-The-Numbers-Marketing-Stats-that-Drive-Top-B2B-Industries-in-2019
How to Handle Early Sales Objections, According to Science [VIDEO]

How to Handle Early Sales Objections, According to Science [VIDEO]

 

 

 

Objections pop up anywhere in the sales process.

We know they prevent deals from closing.

But they also stop sales conversations from moving forward.

That’s why you need to handle early sales objections.

With a little help from science,

these obstacles become guideposts.

Related: 4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO] 

 

Objection: “Just send me some info…”

How to Respond:

“Sure, I want to make sure I send the right info. Tell me more about…”

Why it Works:

  • This uses the ‘Context Effect’ in psychology.
  • The context surrounding an event affects how it’s perceived.

Related: Australian Prospects Preferred mode of Communicating By Statistics [INFOGRAPHIC]

 

Objection: “We already work with your competitor.”

How to Respond:

“That’s great. What results are you getting?”

Why it Works:

  • This response reverses the direction of change.
  • It’s the best way to overcome status quo bias.

Related: Warning: Don’t let Your Market Competitors Eat you Alive

 

Objection: “Call me back in 6 months…”

How to Respond:

“What are your company’s other priorities right now?”

Why it Works:

  • Prioritizing activities is better than time management.
  • Best-selling author Rory Vaden shows this approach defeats procrastination.

Related: AskCallbox: What makes an effective lead nurturing program?

 

Objection: “We don’t have any budget right now.”

How to Respond:

“That’s okay. I’m not calling to sell you anything today.
But if I could ask you about…”

Why it Works:

  • This response shows empathy.
  • Harvard neuroscience research finds that trust depends on empathy.

Related: Cutting Marketing Spend: When It Works (and When it Doesn’t) [INFOGRAPHIC]

 

Try these tactics out for yourself
…and take the conversation to the next level.

 

 

Read the latest updates on The Savvy Marketer’s Blog

Get a targeted sales leads or a sample sales and telemarketing script

Contact us or Dial +61 2 9037 2248

Add us on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The Ultimate Lead Generation Kit to Jumpstart Your Business 2018 Edition

7-Digital-Marketing-Setup-Tips-for-Startups
By-The-Numbers-Marketing-Stats-that-Drive-Top-B2B-Industries-in-2019
How to Future-Proof Your Energy Company's Marketing Strategy
4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO]

4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO]

 

 

 

On average, seasoned reps get past gatekeepers only 13% of the time.
For newcomers, that number goes down to 1%.

With the 4 proven sales call best practices in this video,
you’ll be able to reach prospects every time you dial.

But first, let’s understand what gatekeepers really do.

When gatekeepers screen out calls,
they’re really just doing two things:

  1. Keeping the wrong person away from the boss
  2. Letting the right person reach the boss

Clearly, you want to find yourself in the second scenario.

Here are 4 ways to make this happen…

 

#1 Get yourself referred

The top 2 reasons why executives meet with sales reps are:

  1. Referrals from people in their companies
  2. Referrals from trusted external sources

So, leverage your network and ask for an introduction.

Related: Rethinking Telemarketing and Its Spammy Reputation

 

#2 Connect with the prospect before calling

Avoid gatekeepers by making prospects expect your call

  • Send a short intro email
  • Ask for industry-specific advice via LinkedIn or Twitter

The point is to build a relationship well before dialing.

 

#3 Mention something you learned about the prospect

Show gatekeepers you’re someone who knows about the prospect

  • Point out a recent award, published post, or announcement by the decision-maker
  • Explain how your call relates to the prospect’s role

The idea is to avoid sounding like you just called out of nowhere.

Related: Reasons Why You Can’t Get Rid of These “awful” Telemarketers

 

#4 Stay in charge but be diplomatic

Keep in mind that the person who asks the questions controls the call

  • Always redirect with a question
  • Resist the itch to pitch

Gatekeepers don’t have the authority to approve your offer, so stay firmly in control.

 

Now, try these 4 ideas out on your next sales call.

Related: Telemarketing 101 in Australia: Maintaining Pleasantness throughout the Call

 

 

Read the latest updates on The Savvy Marketer’s Blog

Get a targeted sales leads or a sample sales and telemarketing script

Contact us or Dial +61 2 9037 2248

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The Ultimate Lead Generation Kit to Jumpstart Your Business 2018 Edition

7-Digital-Marketing-Setup-Tips-for-Startups
By-The-Numbers-Marketing-Stats-that-Drive-Top-B2B-Industries-in-2019
How to Future-Proof Your Energy Company's Marketing Strategy
The Top 3 Communication Advices Every Marketer Should Need

The Top 3 Communication Advices Every Australian Telemarketer Should Need

The Top 3 Communication Advices Every Marketer Should Need

As a telemarketer, it is essential to make use of certain communication techniques to achieve desired results. Like it or not, the likelihood of getting a confirmation, a subscription, or a closed sale relies heavily on how engage your prospect’s in a conversation.

If you want to get better chances in your marketing activities, you can always use these important tips to effective communication, courtesy of author Devon Smiley via Business 2 Community.

1)   Speaker Notes

The Top 3 Communication Advices Every Marketer Should Need - Speaker Notes

Don’t jump into a conversation (or webinar, or call, or negotiation) without some sort of speaker notes to guide you. The idea here is to have a few bullet points listed, along with some key info-bites to guide you. Don’t write out a giant script – trust me – when you break out the script, the energy changes. You might get all your points across, but people will have stopped listening. (And how are you going to be persuasive if they aren’t listening?)

 

Try this: List out your 3 main goals for this discussion (or webinar, or call…you get the idea). Then, give yourself 2 info-bites for each of those goals.

For example:

  • Goal 1: Convince of the benefit of a design upgrade
  • Info-bite 1: Iterative period on the web now is X months
  • Info-bite 2: Conversion stats for current site = x%

Create your Perfect Telemarketing Script with this FREE GUIDE!

 

2)   Communication Audit

The Top 3 Communication Advices Every Marketer Should Need - Communication Audit

 

As uncomfortable as it might be, one of the best ways to improve your spoken communication is to record yourself, and then listen to it, paying attention for any vocal ‘ticks’ you have. Remember how in school certain teachers would use the same word over and over again, and you would put little hashmarks at the top of your notebook each time they said it? Do the same thing for yourself. This way, you’ll know what specific speech patterns are breaking down your credibility and persuasiveness.

 

 

Try this: Here are some of the frequent vocal ticks I notice. Use this as your starting point for your Communication Audit.

Overused words/phrases:

  • Uhhhhhhhh
  • Ummmmm
  • Like
  • Kinda
  • Just
  • Basically
  • At the end of the day

Styles of speaking:

  • Mumbling
  • Speaking too quickly
  • Raising your tone at the end of statements (and turning them into questions)

3)   Take The Time

Sometimeswhenwe’rereallyexcitedornervousaboutsomethingwecantalklikethis.

And we need to stop doing that.

The Top 3 Communication Advices Every Marketer Should Need - Take The Time

Coming across as calm and poised in a conversation or when delivering a presentation is the surest way to bump up the impact.

Take a deep breath before starting to speak. Pause occasionally for another one.

If you’re asked a question, take the time you need to formulate your answer, rather than winging it and winding up with a garbled response. (Truth: It’s tempting to think that we need to come up with quick answers…when really, a thoughtful, accurate response shows far more expertise than being the first person to blurt something out)

 

Taking the time you need also means taking the time to practice. With every discussion you have, webinar you present, or training call you host – your voice will get stronger, and so will your message.  Go beyond the usual lead generation!

 

 

Read more B2B Marketing and Sales tips - Callbox Blog Australia

 

The Psychology of Outbound Telemarketing: Assessing Prospects’ Personalities

 

The Psychology of Outbound Telemarketing - Assessing Prospects’ PersonalitiesTalking to another person is part of human’s basic natures. It’s not supposed to be a complex system or an art to be perfected. However, in instances where the manner of conversation would determine how a certain goal is reached, it is very important to know various types of personalities. In the commerce of b2b outbound telemarketing and lead generation, talk is money. And conversations run the business.

Sales leads are generated prospective clients are contacted by professional telemarketers and attempt to engage them into a meaningful, information-oriented discussion of a potential business partnership. But because each person is so dynamic – and sometimes erratic – there should be a structure of profiling and assessment for telemarketers to craft the best approach towards each personality type.

There are four established social styles that customers may employ:

The Driver
Drivers are talkers. They like to run the show. They don’t want to be dictated on what they need to do, and they don’t want to be told what they already know. They want telemarketers to get to the point in the least amount of time, and then they throw a lot of unrelated questions simultaneously. Some of those questions need not be answered, and the challenge is to have them listen – which could be a difficult task especially if they’re not interested by default. It is very uncommon for Drivers to admit that they are interested with the product, but once they do, it’s genuine. The rule is to never interrupt them in their streak of monologues.Wait for that rare, miniscule window of opportunity.

The Analytic
The term itself can be intimidating, and indeed, this social style is a no non-sense type. Analytic ones dwell on the most specific of specifics, and unlike Drivers, they only throw questions which are relevant. They actually like to be drawn into a thorough discussion of the goods or services, and they don’t mind if the telemarketer does all the talking. Are they interested? One can never tell. They just like to gather as many information as they could and analyze them in a discreet, swift manner. These are common in software and IT products and services companies where most decision-makers are experts in their field and are usually subtly technical in the way they converse.

The Amiable
Talking to Amiable ones is a walk in the park, but usually unproductive. These are people who have absolutely no problem with spending precious time on the phone with telemarketers who may or may not present benefits to them or their company. They are not necessarily talkative; they just enjoy the “act” of talking to people. They would answer any reasonable questions, agree to appointments if they have the time, and even respond to surveys, emails and follow-ups. The quality of their interest can be dodgy and tentative,therefore, this level or receptiveness doesn’t automatically equate to sales leads.

The Expressive
Expressive ones have all four social styles rolled into one. They like to talk, analyze and make friends. While Drivers may bombard telemarketers with all the questions and objections, Expressive ones would blab about how their business is going, what’s happening with their current provider, or how they indeed require such external services, etc. They’re the type who knows what’s going on with their business; they are open to ideas and services and would consider every one of them as much as they can. They can be very accurate on describing their business needs, and with the right questions, they may turn into solid sales leads.

Every unique individual deserves a distinctive approach to telemarketing, and it all comes down to having the right knowledge and skills to “assess” common behavior. The last thing a telemarketer wants is to employ a style that would “clash” with the prospective client’s personality, thus reducing chances of a potential business opportunity.