November 25th, 2019

How to Get a Yes instead of a No

How do you get a yes insted of a no when you're working with sales and telemarketing? We can give you some good advice on how to handle objections.
CCO @Adversus
How to get a yes instead of a no in telemarketing

All of those working in a call center know what it feels like to be told ‘no’ throughout an entire day. In all honesty, it sucks. It sucks really badly to get keep getting negative responses during an 8-hour shift. Even the strongest of characters would get pretty bummed out after handling such negativity.

It’s not always about you - you just happened to have a bad day, and contacted the wrong people. There’s no need to get depressed over it.

But there certainly are a few things you could do in order to turn the whole situation around.

Here are a few tricks that might make your potential customers change their mind, and give you a yes instead of a no.

1. Personalization is key

Year after year, personalization is becoming ever more relevant. Don’t sleep on it! In order to get a yes instead of a no, you need to make your customers feel unique. Remember that no two customers have the same needs or goals - so tailor your offer in accordance with their liking. Don’t make assumptions - talk to them and get to know them a bit more. Once you figure out what it is that they need, prepare your script.

2. Script preparation

Scripts are vital in these situations. You should make a few of them, so that you’re ready to face all of the possible scenarios. Test them, and figure out which ones are the most successful and suitable for the given situation. Although it’s unnecessary to stick to your scripts at all times, it’s useful to have them on hand nonetheless.

3. Response preparation

When your client asks you a question, it should be clear that you don’t have much time to give them an answer. Nobody’s willing to wait more than 5 seconds for you to respond. Therefore, we suggest that you make a list of the most common questions that you get asked, and write down the answers. That way, you will save a lot of time, and also get one step closer to hearing ‘yes’ from your client. Have well-thought-out responses, and you’re good to go.

4. Get to know what your customers’ goals are

Getting to know what it is that your customers want is also another step closer to getting a yes. Once you manage to find out what their goals are, make sure that you find that fine line that connects whatever you’re offering to their ultimate goal. This will get your clients to think twice before giving you their final answer. The fine line won’t always be obvious, but if you try hard to get to the bottom of things, we guarantee you’ll find it.

5. Master the art of storytelling

Yes, storytelling - our personal favorite. As we’ve mentioned above, you usually don’t have much time to respond, so make your story compact. While you’re at it, don’t forget that people are highly emotional beings. If you somehow manage to get them emotionally invested in what you’re saying, you will surely be hitting a jackpot. By knowing their goals, directly targeting them, and getting your customer emotionally invested, you will definitely hit a home run.

And that would be how to get a yes instead of a no! If you manage to follow these steps accordingly, there’s no doubt you will be facing a lot more yes’s than no’s. If it still happens that you get straight-up no’s - don’t get discouraged. It’s an everyday occurrence, so there’s no need for you to stress over it. Sometimes, it’s just a matter of patience, as well as hard work to improve your game.

 

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