In B2B lead generation and appointment setting, a telemarketer’s task is mostly about discussing a product’s features and getting to know more about a prospect. But aside from that, negotiating is also part of the job. It may be about the exchange of information, scheduling the meeting, or closing a deal – it all boils down to how good a telemarketer is in meeting the prospect halfway.
This is how an expert ‘negotiator’ develops his skills:
Grow a mindset
Confidence is important in conversations. A successful negotiator is secure, not easily disheartened, and free of feelings of anxiety and fear. Being confident does not suggest taking a position of power over others – only over yourself. You have to know what you want the outcome to be like and to work towards it.
Open your ears, close your mouth
When you listen actively instead of doing all the talk, you can better understand from what standpoint the other person is coming from. Sit back and listen. Understand their needs and their perspective, and then ask them probing questions that could be used in effectively customizing your pitch.
Do your homework
The more you know coming into the phone discussion, the more questions you will have, and in turn, the more information you will collect to negotiate with prospects. Aside from that technical advantage, prospects would also feel that it’s not a cold call since you know so much about them (although it may be as cold as it gets).
Be positive
Confidence and positivity go hand in hand. Successful people oftentimes find themselves in their positions because they believe that success is coming their way. Not a lot of people know that nurturing a negative attitude can b e reflected in the manner of speaking to people. Prospects will always know a telemarketer’s outlook just by having an off-putting tone of voice or choice of words.
Give and take
Every negotiator knows that the success of a conversation is always dependent on how much either of the party is willing to compromise for them to arrive at a fair deal. Now if you want your prospect to opt-in to your e-newsletter, or download your samples, or talk to your sales associate, you’ve got to give them something valuable in return.
Know when to fold
When a negotiation reaches a point when it is becoming hopeless, you have to recognize the difference between persistence and a graceful surrender. Conceding to a bitter truth can actually extend the life of a contact on your list for future conversations.
