One of the main concerns that arise during conversations with our customers is this:
“My product is very technical, and it’s made for technicians. How can an operator set appointments by talking about things s/he doesn’t know? Doesn’t s/he risk saying something stupid and giving us a bad impression with our interlocutors?
A doubt is sacrosanct.
But fortunately, instead of having to elaborate an answer that would sound unconvincing because it’s partisan, we are helped by an absolutely super partes personality, Albert Einstein, who can help us with one of his key concepts that fits even in our case.
Einstein argued that no scientist thinks with formulas. All the fundamental ideas of physics are born as the result of reasoning and can be expressed in words.
The book THE EVOLUTION OF PHYSICS, published in 1938, is the evidence of this:
“This book is nothing more than a familiar conversation between the reader and us” – Albert Einstein and co-author Leopold Infeld state in their preface.
In fact, the book is a compelling 300-page story where the two authors talk about mechanistic interpretation, electrical and magnetic fluids, light and colour, field, relativity, and quanta.
Well, in 300 pages there isn’t a single formula: each concept is explained in words, from its genesis to its consequences.
But what does this have to do with telemarketing?
It has something to do with it, because behind every technical product there are still concepts, applications, problems that it solves for the user, benefits that it brings to those who buy it. It’s on these conceptual aspects, on these principles, that the good operator concentrates; not on the technical detail.
On the other hand, the interlocutor on the other side of the phone expresses himself in words and thinks about his applications, his problems, about the solution that can be useful to him.
Of course, the lexical property is important, and you must always know how to use the right terminology.
These things can and must be learned by carrying out a careful phase of preparation of the campaign, without making the facilities.
But it’s still absolutely possible to get appointments and make a good impression with customers,
even if you have a very technical product.
Take the next step:
talk with our experts to see how we can set appointments for your technical products or professional services:
