If it's done properly,
telesales is an effective way to
help your business grow. This
series of telesales articles
sets out some of the telesales
basics that can make the
difference between being one of
the best or one of the rest.
The Importance of Telesales
Telesales is the oldest
profession, we are often told
that something else is the
oldest profession, but that is
only a sub-set of sales anyway.
The reality is that unless
someone produces something and
someone sells it - nothing
happens, so as a telesales
professional, you should be
proud of your profession. As
with most things in life, the
Pareto Principle (the 80/20
rule) applies. This states that
80% of sales are achieved by 20%
of sales people.
You should aim to be in the top
20% of your profession and to
achieve this you need to develop
a winning mentality.
Principles of Successful Selling
In order to be successful in
sales there are some principles
that you need to be aware of.
It's not "How do I sell" it's
"Why do they buy."
Nobody likes to be sold to, but
everyone likes to buy.
There are only two reasons why
people buy - Pain or Gain. You
need to understand the buyer's
motives to sell effectively.
Aim for a Win/Win solution
Build Rapport and show empathy.
People buy from people - and buy
more often from people that they
like.
Give your customer the
opportunity to buy.
Understand the Limitations
It is important to recognize the
limitations of the telephone and
to modify your telesales
technique and content
accordingly. You should also
bear in mind that telesales
style is more important than
content. Studies have shown that
where communication is concerned
55% is attributed to physiology.
This encompasses how you look,
how you dress, body language and
other forms of non verbal
communication. 38% is down to
tonality, which is how you
sound, your tone of voice,
accentuation etc. This leaves
only 7% attributable to content.
Unfortunately as far as
telesales in concerned, this
means that over half of the
tools that we employ in face to
face sales are not available to
us when using the telephone. It
also means that we have to use
what is available to us to full
effect.
Source: Bernard
Richards
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