Leveraging Inbound Calls to Improve the Sales Process, from Speed Shift Media.
Inbound calls should serve as an integral component of the sales process. When a potential customer is reaching out to you, this is your chance to strike while the proverbial iron is hot! Don’t allow your inbound calls to fall short, treat them as the leads that they truly are. In today’s post, we’re going to take a look at one way you can leverage inbound calls to not only drive sales, but improve your overall sales process.
Sales Training 101
If you’re like most dealerships, all inbound calls are ‘recorded for training and quality purposes.’ While it can serve as a reference in the case of a customer complaint, these recordings are a sales training gold mine. Role play is one of the oldest and most effective forms of sales training. However, it’s often difficult to find time to complete these exercises. Additionally, role play training sets the stage for a not-so-organic conversation. In many cases, the sales trainee will be nervous or overthinking their responses.
If you instead take the time, once or twice a week, to listen to recorded inbound calls from each of the members of your sales team, you can gain an understanding of several things: