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Telesales is a great way to
produce sales or make an
appointment. Yet it was also one
of the most underutilized
marketing strategies used by the
small and medium businesses. The
reason is because most business
people thought that using
telephone to sell is rude,
intrusive or worse of all, fear
of being rejected.
Actually, the only way to maximize the use of telesales is by creating a great telesales message to get noticed. Yes, it s that simple.
So what is a 'great' telesales message? Well, the key to that is your opening statement. Your opening statement must have an instant impact for it to have a chance of success. Your telesales message must be able to grab your prospect's attention.
Here are some of the few rules to consider when you create a telesales message that sell:
Get their names right, and ask to speak to them directly
Research has shown that everyone's most favorite word is their name. No matter how you do it, please get their name right.
Introduce yourself and your company at all times
Most telesales representatives started rumbling after they got the prospect on the phone. Remember that the most polite thing you can do is to introduce yourself and your company after you have got the right person.
Give them a great reason to listen to your presentation
This is the meat. This is where you capture their attention. You got to give them a very good reason to listen to you. If you lose their concentration in this area, you lose the prospect forever.
Keep your opening sentence short and to the point.
You need to keep your sentence short. If you don t keep your sentence short and you ramble on and on about your product or service; you will lose the customer. One of the best ways to keep their concentration will be to ask them questions. If, at some point you found that you have talked too much, ask a question. It will help to keep the prospect's concentration up.
In telesales, your objective is to draw your prospects out by giving them what you think could help them and the only way to do it is by providing an impact in your telesales message.
Source: Roderick Low link