So, you’ve finally got a prospective customer on the phone, now, how do you close the sale? Well you can start by layering your questions. What is that? It consists of a telemarketer asking the prospect one question, then following up the next one with a personalized response to the prospect previous answer.

It is a way to gain insight on the customer and will definitely come in handy later on in the process when you are trying to seal the deal.

It is proven that this type of questioning during telemarketing is effective, yet only 20% of sales reps tend to use it. Consequently that 20% turns out to be the TOP 20% with the highest number of sales.

I’m sure part of this has to do with the depth of their question asking. They really make it seem like they are interested in the individual instead of trying to make a generic sale.

My suggestion? Write a few of these kinds of questions down, and then try to implement them in your next sales phone call. I guarantee you will go further that you would with just a primary question.


You can read the full article and view examples of layered questioning via Telesales Magic: http://www.telesalesmagic.com/rapport-and-trust/how-to-use-layering-questions-in-telesales/

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