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Generating Sales Leads: Why Questions need to be Open-Ended

Generating Sales Leads: Why Questions need to be Open-Ended
One of the most basic tasks of professional telemarketers is to uncover information from prospective clients that may lead into business opportunities- in short, sales leads. But along with that task of lead generation is to also maintain an atmosphere of openness and trust, which deviates from the usual, transactional and heartless survey-esque style of telemarketing. Leading them into a cyclone of inquiries and not letting them talk much may have them lose attention and eventually lose interest with the call. The opening spiels and introductions are usually harmless. What could be detrimental to the success of the telemarketing call are the questions that follow. Asking wrong (or too many) questions may force clients to end the conversation. So the goal is clear: Earn their trust. And how do surveys usually sound? Business-to-business (B2B) Outbound Telemarketing and Lead Generation require skills in questioning and extracting information.

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