Telesales tips to get more business and avoid rejection
Telemarketing, telesales, cold calling… whatever it is called, the professional use of the phone in sales is a very difficult process, not a foolish technique or gimmick. Every part of the professional telesales- telemarketing call is discussed with proven tips that can help you.
Have a primary objective for every telemarketing call. Prepare questions for your telesales call using your call objective. Have a secondary objective for each telephone sales call…something you’ll strive to accomplish, at minimum, every time. Pick something you’ll have a reasonably good chance to succeed with. This way, you can enjoy success on every call you place, and that does wonders for your attitude.
BEFORE REACHING THE DECISION MAKER
Treat the gatekeeper as you would the customer–this person determines whether or not you’ll even have a chance to speak with the buyer. Gather as much information as you can from whomever you are able, prior to speaking with your prospect. Before cold calls, think of a good reason for needing to speak with the decision maker, and be prepared to sell this to the gatekeeper. If leaving a message on voice mail, be certain it offers a hint of a benefit that sparks curiosity, but doesn’t talk about products/services.
INTEREST-CREATING OPENING STATEMENTS
The objective of your telemarketing opening is to pique curiosity and interest so that they will willingly and enthusiastically move to the questioning. You must answer, “What’s in it for me?” for the listener, or they will immediately begin the getting-rid-of-you process. Have something of value to say on every telemarketing call, particularly those regular calls to existing customers. Be certain they’re able to say they are better off after your call than they were before it, even if they didn’t buy anything.
Get information before you give it. Use the benefits list to create questions to determine if those “benefits” truly are of value to your prospects and customers. Get them emotionally involved in seeing and feeling the pain or problem that can be solved with your product/service, especially problems they’re likely experiencing. Prepare your questions and be confident in your questioning. Always know where you’ll go with answers regardless of the answer. Follow up their answers with related questions. Quantify the problem whenever possible. Resist the tendency to present. Hold off, ask a few more questions, get better information, and you’re able to craft an even harder-hitting description of benefits, tailored precisely to what they’re interested in.
You should only talk about your product/service after knowing specifically how it will solve the problem, meet their need, etc. Then you can tailor your remarks specifically and personally for the listener. Get feedback during your discussion of benefits. This might give the prospect an opportunity to tell you “no.” This is a good thing because if there’s a problem, and they don’t see enough value in what you’ve presented, now is the time to find out. Give them suggestions and help them answer.
GETTING COMMITMENT (Closing)
This is the natural, logical, validation of the professional sales process. Commitment must be gained on every contact in order to move the process forward. When in doubt, ask. Ask for a decision! Get some movement. Move them forward, or move them out. If you’re going to schedule a follow up call, get a commitment of some type. If they won’t commit to doing anything, they likely have no interest.
ADDRESSING RESISTANCE (Objections)
Objections can be avoided by doing everything else correctly up to this point in the call. When they do occur, resist the tendency to attack in defense. If you have an indecisive prospect, get their mind off the buying decision, and on the problem or pain. Ask the right questions, present the results of what your product/service can do, and state the price boldly. Avoid common objections mistakes by using slick, prepared, objection rebuttals that only tell people they’re wrong and intensifies the resistance; giving up before attempting to understand the reason behind the problem.
WRAPPING UP AND SETTING THE NEXT ACTION
When sending information, samples, demos, etc., know precisely how they’ll evaluate the material. This way, you’ll both be clear as to what would need to happen in order for them to buy. The success of your follow-up call is directly relational to what you accomplished, and how you ended the previous one. Summarize agreed-to actions by both parties, including what happened, what they’re interested in, and what will happen next and set the agenda for the next call.
ATTITUDE AND SELF-MOTIVATION
You never have to experience rejection again. After all, what is rejection? It’s not an experience-it’s your definition of the experience. So, ensure that you accomplish something on each call, and you can hold your head high with a sense of achievement. Remember, a decision of any type is better than nothing. A good way to end a call where you don’t accomplish your primary objection is to plant a seed for the future. Give them something to look for, based upon what you uncovered during the call … something that might just cause them to call you back. Imagine every day is the end-of- quota-period day. Get focused on a goal, and pursue it with single-minded determination.
As a sales professional using the phone as your main method of communication, you perform a function that very few people in the world could do well, or would even want to try. And that’s persuading someone to take action and make a decision, based almost solely on the words and ideas that come from your mouth. It’s quite an awesome feat when you think about it. And do think about it. It takes a talented individual to be able to do that well. You are that person. Feel proud of what you do, and always strive to get better!