ISA stands for Inside Sales Agent. These are people who are highly trained and experienced in making sales and selling the visions and goals of a company to prospective customers and clients. The ISA spends most of his/her time on the phone, and so a company should appoint somebody who will be comfortable engaging with new different people on the phone. ISAs have the responsibility of looking for new leads, searching for more contacts from the internet and newspapers to speak to, and converting these calls into appointments that have the potential of landing clients. The points below explain in details the five must-have traits of an effective Inside Sales Agent.
1. Possession of Uncommon Tenacity
An inside sales agent should not be easily discouraged when rejected by a potential customer. An ISA is supposed to be so motivated that he/she takes rejection as a challenge and continually works hard to conquer it. Most customers usually say no in the first place, but when they discover that the ISA has a unique unwavering resolve, they change their minds and listen to what the ISA is saying. In this manner, a sales agent can land a customer who was not willing to listen to him/her.
2. The ISA Should Have a Calm Voice
It is vital that an ISA possesses a pleasant voice that will easily convince potential clients. ISAs that make customers feel calm and relaxed have higher chances of getting appointments with the clients. On the other hand, clients usually find it hard to book appointments with ISAs that sound rough in their conversations. Employees should monitor the way their ISAs are communicating with potential clients to be in a position to decide whether to retain or fire them.
3. Possession of an Unwavering Curiosity
An unwavering curiosity is very crucial because it motivates one to action and pushes away laziness. Effective ISAs should be willing to go the extra mile of looking for more new leads and trying multiple times to make contacts with difficult clients. For example, when an ISA finds incorrect contacts in the database, he should not just ignore them. The ISA should be driven by curiosity to try and get a connection that can give him/her a good contact of the same client.
4. Possession of Excellent Listening Skills
An ISA that does not give a potential client enough time to speak is doomed to fail. Clients are very particular when it comes to selecting the people they are willing to talk to. Clients tend to open up more to sales agents that are patient with them as they speak. On the other hand, ISAs that are not patient with clients and keep interrupting them as they speak are a huge turn-off. An ISA that listens more makes more sales.
5. Ability to Pay Attention to Details
ISAs that write down dates that clients promise to respond and then follow up on them to make sure they do so tend to make more sales. A right ISA should, therefore, be able to keep track of listings and the promises the customers make. Customers tend to respond more to sales agents that seem concerned about commitments and dates.
It is therefore mandatory that the inside sales agent real estate possesses the above vital attributes so as to raise the number of sales with a significant margin.