A salesperson’s time is golden. It cannot be
wasted. The purpose of qualifying the caller is to determine if the caller
should be passed to a salesperson or if there’s another action, such as sending
them a brochure, that’s more appropriate so they won’t take up the valuable
time of the salespeople. You need to find out the date, approximate number of
guests expected and the type of event it will be from the caller, using
questions from the official script to get this information. You also need to
make sure that the caller has the money needed to buy from you.
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