Before Talking to a Negotiator in Telemarketing

In telemarketing and appointment setting, it is important to be able to spot a negotiator during lead generation. Negotiators are a tricky bunch of prospects. If you handle them correctly, you will not only be able to convert them to clients, but they might even become loyal customers. Negotiators know what

they want, and if a telemarketing company can provide it to them, they will be loyal to your business.

Before talking to a negotiator, an agent of a telemarketing service must first be very knowledgeable about the product and service that you are offering. A mere surface knowledge of the industry, the product or the service will put off the negotiators. Remember, negotiators are thinking prospects. They will not be brought in through flowery product descriptions but by hard facts. Negotiators will also demand certain features or price considerations to be made available to them. So be sure you know the parameters of your negotiating authority. If not, be sure to be able to point a negotiator to the right person. Do not waste a negotiator’s time with vague answers for their demands, for that is the fastest way to lose them. Also, a negotiator knows he is the customer and he knows he is the king, so be sure to acknowledge his importance to the business and be prepared to meet his demands as best as you can.

Negotiators may be tougher prospects, but if the right telemarketing company will be able to bring an excellent product and wonderful service to the negotiating table, surely, you will also be able to bring in additional sales.