Types of sales by phone
Posted: Tue Jul 01, 2025 3:46 am
There are several types of telephone sales in telemarketing:
Warm - people have previously interacted with the company and are most likely to make a purchase.
Cold - the audience is new, they have not contacted the brand before.
Hot - clients themselves send a request for a call.
Cold sales by phone are the most nuanced. In this case, calls are made on an unprepared database - it is usually formed from directories, maps, and company catalogs. The need for a cold audience in the seller's services and goods is still unknown. Therefore, the main task of the manager is to inform, then identify the pain and propose a solution to the problem.
It is important. The conversion of cold calls is low, so managers armenia phone number data strive to contact the maximum number of clients.
Warm calls are directed to those users who have interacted with a certain business for a long time - for example, called, registered on the site, clarified data or attended thematic events. The manager does not need to start from scratch when selling over the phone, talk about the company - it will be enough to clarify the request and solve the user's problem.
Hot calls are considered final in the sales cycle. The client studied the company's website, made a choice and sent a request for a manager's call. Perhaps he wants to clarify something or get consulting support. But the main thing is that the user is ready to conclude a deal.
Basics of selling by phone
Regardless of the selected telephone sales scenario, the conversation will follow the same scheme:
Establishing a contact. There is no need to try to tell the user everything at once. You need to find points of contact with the interlocutor, and only then discuss what exactly you can offer him. Be friendly and polite, your voice should evoke affection.
Definition of needs. To sell a product or service over the phone, you first need to understand what exactly your client needs. Charm and intuition, correctly posed questions will help. The latter should imply a detailed answer, and not a simple "no" or "yes". This will make it possible to form a business attitude and interest the client. When the manager realizes that the person has relaxed a little and adjusted to the dialogue, it is possible to make an offer.
A story about a product or service. Think about how you can present your product in the most profitable way. When selling by phone (and others, too), there is no point in going into detail, long and tediously describing the advantages. Your task is to tell about the offer so that the ego wants to buy. It is advisable not to allow pauses - they allow the client to interrupt the conversation.
Processing is objected. The basis of effective telephone sales. Situations when the person at the other end of the wire is happy with the offer and is ready to buy are extremely rare. Where more often users doubt, promise to call back or just say goodbye. Many of them give arguments "why not". It is necessary to work out in advance conversation scenarios during telephone sales and all popular objections.
What are the stages of telephone sales?
If the described stages were completed successfully, the last one remains - the conclusion of the transaction. It is necessary to speak as casually and confidently as possible, to focus on the advantages of the product.
Warm - people have previously interacted with the company and are most likely to make a purchase.
Cold - the audience is new, they have not contacted the brand before.
Hot - clients themselves send a request for a call.
Cold sales by phone are the most nuanced. In this case, calls are made on an unprepared database - it is usually formed from directories, maps, and company catalogs. The need for a cold audience in the seller's services and goods is still unknown. Therefore, the main task of the manager is to inform, then identify the pain and propose a solution to the problem.
It is important. The conversion of cold calls is low, so managers armenia phone number data strive to contact the maximum number of clients.
Warm calls are directed to those users who have interacted with a certain business for a long time - for example, called, registered on the site, clarified data or attended thematic events. The manager does not need to start from scratch when selling over the phone, talk about the company - it will be enough to clarify the request and solve the user's problem.
Hot calls are considered final in the sales cycle. The client studied the company's website, made a choice and sent a request for a manager's call. Perhaps he wants to clarify something or get consulting support. But the main thing is that the user is ready to conclude a deal.
Basics of selling by phone
Regardless of the selected telephone sales scenario, the conversation will follow the same scheme:
Establishing a contact. There is no need to try to tell the user everything at once. You need to find points of contact with the interlocutor, and only then discuss what exactly you can offer him. Be friendly and polite, your voice should evoke affection.
Definition of needs. To sell a product or service over the phone, you first need to understand what exactly your client needs. Charm and intuition, correctly posed questions will help. The latter should imply a detailed answer, and not a simple "no" or "yes". This will make it possible to form a business attitude and interest the client. When the manager realizes that the person has relaxed a little and adjusted to the dialogue, it is possible to make an offer.
A story about a product or service. Think about how you can present your product in the most profitable way. When selling by phone (and others, too), there is no point in going into detail, long and tediously describing the advantages. Your task is to tell about the offer so that the ego wants to buy. It is advisable not to allow pauses - they allow the client to interrupt the conversation.
Processing is objected. The basis of effective telephone sales. Situations when the person at the other end of the wire is happy with the offer and is ready to buy are extremely rare. Where more often users doubt, promise to call back or just say goodbye. Many of them give arguments "why not". It is necessary to work out in advance conversation scenarios during telephone sales and all popular objections.
What are the stages of telephone sales?
If the described stages were completed successfully, the last one remains - the conclusion of the transaction. It is necessary to speak as casually and confidently as possible, to focus on the advantages of the product.