Below are some terrific
outbound telesales tips:
Tips for Successful cold calling
(B2B Telesales)
Get to work early! That's the
best time to reach the decision
maker directly, and for most
people, the time that they're
most open to discuss new ideas.
In most cases eighty five
percent of the day's total
appointments are set before noon
in most B2B telesales call
centers.
You need to target your calling.
It's always more productive if
you are introducing yourself to
the right audience. Use market
research to focus on your target
market. Then find out as much as
you possibly can about the
company or individual you're
going to cold call in advance.
This gives you the huge
advantage of being able to talk
about their business and their
needs when you call them.
Use the KISS principle. KISS is
originally an acronym for "Keep
it Simple, Stupid", or the more
polite "Keep it Short and
Simple". KISS states that design
Simplicity should be a key goal
and that unnecessary complexity
should be avoided.
Keep it simple (Kiss Method
again) you're much more likely
to succeed in your goal if the
prospect fully understands what
you are offering or require.
Consequently, keep your reason
for calling clear and make sure
that you can get your point out
quickly and effectively!
Develop a telesales script for
the call to keep you on track
(it's your road map) but try not
to read directly from it. Write
the script as if you were
talking. So when you vary from
the script, your words and
phrases will be consistent. As
you write your script please
remember all these great B2B
telesales tips.
Use the right call center
equipment It has been proven in
many businesses that customers
respond better when the seller
(telesales representative) is
talking naturally i.e. not
holding their hand to their head
(holding the phone), or
balancing the phone on their
shoulders, etc. Headsets are
extremely useful for allowing
you to talk more naturally on
the phone - as if you were
talking to them in person you
are also able to use your hands
for gestures and to take notes
etc.
You must handpick telesales
staff that have tact and are
able to take rejection, and
practice proven technique's,
they will then start converting
the leads to appointments, and
start earning! Remember,
Telesales is proven a prolonged
activity channel which yields
results over time. Persistence
and good attitude is mandatory.
Source: Rhino
Kenney
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