Here is my list of Telemarketing Tips and Telesales Tips.
They will help you focus on getting better at what it is you do!
Sell your products and services over the phone.
These Telemarketing Tips are general to any business and if you incorporate them into your selling approach, your sales will improve.
This list of sales tips can be your roadmap.
It can provide you with the essential ingredients to improve your personal sales performance and hopefully put more money in your pocket.
If you are a sales manager, this is also a great list of Telemarketing Tips and Telesales Tips. You can use them to help guide the activities of your sales associates.
These tips can also help in your telemarketing training or telesales training for new hires.
If you’ve been selling for a long time, these telemarketing and telesales tips can be very useful for reminding yourself of the basics. The fundamentals rarely change.
However, don’t just read these directives. Absorb, understand and incorporate the selling tips into your daily phone calls.
Even though these sales tips are numbered, they are not rated. They are equally important and work best in concert.
Telemarketing Tips | Telesales Tips
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Set Goals
You’re in sales! You must have goals.
You know what you want your life to be like. How does your job help you get the life you desire?
Have a clear roadmap that leads to accomplishing those goals.
Be able to measure your progress.
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Be Prepared
Yes! Just like a boy scout, be prepared!
Know your position and where you want to go.
Understand what you need to do to reach the goals you have set.
Do the diligence!
Make a daily plan and put it into action.
Like the old saying goes “If you fail to plan, plan to fail!”
Be ready for every day and every call you make.
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Know Your Products and/or Services
Understand your products and services.
Know the benefits they bring to a customer.
Sell the benefits. Sell the sizzle!
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Know Your Unique Value Proposition
You must be able to state simply what makes your product so great for the customer.
Why you’re unique. Define what sets you apart.
Clearly define the benefits you can deliver to your prospect when they buy from you, benefits they cannot get elsewhere.
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Know Your Presentation
Know your pitch, verbatim!
You must follow your script and be able to deliver it with unbridled enthusiasm.
The moment your prospect answers the phone, you are on script.
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Sell to The Decision Maker
Always pitch to the person that can buy! Know who that person is before you call.
The person that has the authority to make a purchase is the person you need to pitch.
Many salespeople waste their time presenting a product or service to a person that cannot make a buying decision.
You must confirm that the person you have on the line is the decision maker.
Ask them – “I understand that you are the ____________?”
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Be Confident
Your Voice
Speaking to someone over the phone is an intimate act.
Your voice is touching a persons ear!
The unique frequency of your voice and the vibe you transmit establishes who you are in a visceral way. This happens incredibly fast.
Be confident.
If you do not convey an air of confidence immediately, your call could be over quickly.
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Be Enthusiastic
Your smile and demeanour will translate over the telephone line.
Have fun and be enthusiastic.
It often helps if you are standing while speaking.
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Be Direct
Don’t beat around the bush – get right to the point!
It is really easy for someone to hang up! No Thanks… Poof! Gone!
The faster you get to your pitch, the better.
Be assertive. Don’t be pushy or aggressive. Be professional, courteous and speak clearly.
You have only seconds to convince a person to continue a conversation with you.
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Engage Your Prospect
Involve your potential customer in the conversation.
Ask questions.
Get your prospects attention. Establish Interest. Ask for a Decision!
Get your Prospect to Act Now!
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Control The Call Agenda
It is up to you to control the flow of the sales call.
You are the seller.
Lead the dance and take the conversation where you need it to go.
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Create Urgency
You must give your prospective client a reason to act now! Immediately!
An offer where the client receives a benefit to commit immediately is commonly used.
An offer where the benefit will go away after your meeting or a limited time offer that specifies an end date.
There are many ways to inject urgency into a sales call, but that is a story for another time.
Remember, buyers will do whatever they want to do. Give them a good reason to buy now, and they will!
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Ask for the Sale
Close! Always Ask For The Sale!
It’s called closing. It is asking the prospect to commit, to decide.
A sales call should evolve through a series of agreements in a conversation between a seller and potential buyer. A well crafted sales presentation should engage your prospects by asking questions.
Answers to your questions will either affirm your assumptions, lead to an agreement or present conditions that can be met or not.
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Know How To Handle Objections
Knowing how to overcome common objections is essential.
Empathize with your prospects concerns! Then inform your prospect exactly how your offer neutralizes their concern.
Resell the sizzle – the direct benefits!
Then Ask for the Sale!
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Record All Sales Calls
I cannot emphasize strongly enough the importance of recording all of your sales calls. Equally important is to analyze these calls.
I am amazed when companies don’t record all sales calls. I am also amazed when companies that do record sales calls don’t use them systematically to improve sales performance.
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Analyze All Sales Calls
Review and analyze the recordings of all your sales calls.
You will be able to identify areas where you are weak or lose control of the call.
What you will learn by reviewing and analyzing every call you make will astound you. You can implement immediate changes and constantly improve.
This activity will automatically improve your closing ratio – it’s inevitable!
This is an essential tool for managers and if is not part of your process,
you need to get with the program.
It is absolutely necessary to understand the fundamental process of selling if you are to be a successful sales professional. It doesn’t matter whether you sell face to face or over the telephone, learn the basics and build on them.
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