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Selling Strategies in Outbound Telemarketing

Outbound telemarketing services employ different types of selling strategies used to increase the sales revenues of their clients. Hereunder are the different types of selling that outbound telemarketers usually perform.

Upselling is a sales technique whereby a seller encourages a customer to purchase a more expensive, more premium version of the same product or service than what a customer originally wanted. This is achieved by adding value to the offer to make it more irresistible. Upselling can be achieved in variety of ways such as by offering product packages that will provide customer more benefits, including a an additional but complimentary product, among others.

Bump is a type of upsell which is simply performed by offering a simple suggestion at the point of sale such as unbundling a product package and offering one piece of the bundle as a bump, offering additional tools, complimentary products, cleaners, free consumable product, or free shipping + handling fees.

Cross Sells or back-end selling is selling a different but related/ complementary service/ product with the product that has been already been purchased by customer. For instance, an agent can cross sell a sound effects device to a customer who has bought an electric guitar.

Down-sell is a selling strategy which involves offering the higher-priced version of a product or service first then offering the cheaper version to encourage a customer to buy.

Relationship selling is a sales strategy involving creating relationship with previous customers so that they would continue purchasing product and services. This can be achieved by offering Post-sales support services, Replacement parts, Just-in-time components, Consumable products, like office supplies and Professional services.

Challenger Sale is a sales strategy that essentially involves making a prospective buyer to think. This is achieved in many different ways such as by providing equally irresistible alternative products or options to customer, making one think of the future possibility of damage which would entail the purchase of lengthening warranty or challenging a wealthy customer if he or she can afford an item.

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