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If it's done properly,
telesales is an effective way to
help your business grow. This
series of articles sets out some
of the basics that can make the
difference between being one of
the best or one of the rest.
Maximise your prospecting time - Start Early - Finish Late.
It's too easy for some people to make excuses as to why the prospecting day is very short e.g. People don't want to be disturbed by sales people before 10:00 (they need to settle into the day first). They might be at lunch between 12:00 and 14:00 so we can't call then. 14:00 to 16:00 should be OK, but after that the prospect's thoughts will be on what's for dinner or what's happening in the evening, so there is no point in calling then. The list of excuses is endless.
The reality is that people's working patterns and start and finish times vary enormously and so to generalise is counterproductive. Treat your prospect list as though it has a sell by date attached to it and maximise the time that you spend prospecting. It is quite often more productive to call early in a morning before the "gatekeeper" arrives, because then the decision maker is more likely to answer their own phone. The same is true during lunchtimes and after your prospect's secretary or p.a. has left for the evening.
Qualify your prospects at maximum range. Too many telesales people waste large amounts of time chasing suspects without establishing whether they are serious prospects. Do not fall into this trap; establish at an early stage whether they are a Prospect or merely a Suspect. (The difference between Suspects and Prospects has been covered in one of my previous articles - 4 More Ways to Improve Your Sales).
Don't take rejection personally. In any type of sales, rejection is a part of the job and you have to be able to distance yourself from it. Remember that the person is saying NO to your company or your product not to you as an individual. The problem you encounter with telesales is that it's easier to say No to someone over the phone than it is when you can see the whites of their eyes; therefore your hit rate in telesales is likely to be lower than in face to face selling.
Ask for referrals from your regular very satisfied and delighted customers. The best time to do this is straight after you have made a sale and whilst they are still on a psychological high.
Cultivating advocates is another good source of prospects. Recruit them carefully from the same group as your referrals. Train and reward your advocates, make sure that they understand exactly what you do and how you do it, they are unlikely to be comfortable talking to others about your company unless you do. Always take the time to thank them and give feedback on the status of their referrals.
Call them and then follow up with an e mail, a card and/or a gift. Feeling appreciated goes a long way.
Strike while the iron is hot; prospects and referrals go cold very quickly; aim to follow up within two days of receipt, otherwise you take the risk that when you do call they will not remember you.
Remember this saying:-
Some will... Some won't... Never mind... Move on!
Don't agonize over the ones who are too short sighted to appreciate what you have to offer.
This article has only been able to cover part of the telesales process, if you have found it useful, please check out the other articles in this series, they are:-
How to excel at Telesales
Techniques to Improve Your Telesales Success
Be Brilliant at Cold Calling and Watch Your Telesales Soar
Make the Initial Approach Count in Telesales
Source: Bernard Richards link