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There have been countless
articles written about the death
of telesales. In this era of
voicemail and caller ID, the
process of initiating the sales
process by phone has certainly
evolved. For individuals who
never developed true marketing
skills and simply relied on the
element of surprise to get
potential customers to pick up
the phone, telesales is probably
dead. However, for those who pay
careful attention to list
development, script, strategy,
and execution, it remains alive
If you're finding sales and prospecting to be increasingly challenging to accomplish on the phone, you need to evaluate your process. Here's how you can do it well:
Pay Close Attention to Your telesales List
Have you identified the best companies for your product or service? If you haven't done your due diligence, you will inevitably be executing a doomed calling campaign.
Know with Whom to Speak
Finding out the name and title of the decision maker should occur in advance of the call. You MUST know who to speak with or you might inadvertently deliver your message to the wrong person rendering your call useless. Start with a list-building effort to acquire these names before you begin to make a call.
Practice What You'll Say
Plan your words with infinite care. Be prepared for every question, objection, and stall that may arise. Practice and master what you'll say before you dial. Your verbiage is critical to success and should be evaluated on an ongoing basis. If you're not getting the results you desire, modify it based upon the responses you're receiving.
You won't be able to determine your level of success without tracking the number of dialing s, conversations with decision makers, messages you leave, and results of the calls. Without accurate telesales stats, you won't have the data you need to determine your effectiveness or evaluate your strategy.
Develop a telesales Program and Stick with It
Telesales is a numbers game that requires ongoing, consistent effort. Make sure to establish a set number of calls that you are going to make each day or week. Ideally, allot yourself at least two hours each time you sit down to make calls. This will help you to build momentum and improve your telesales skills.
Pay Attention to How You Sound
Your voice can literally make or break your telesales success. Tone and inflection can dramatically affect how your prospects respond. To keep your voice in check, record a sampling of calls and listen carefully. You might be surprised by what you hear, but this will enable you to determine where you can make improvements and refine your delivery.
Overcome Your Reluctance
If you have call reluctance, join the club. Telesales is not everyone's favorite task. But, if you take the time to carefully craft your program and practice your calls, you will be prepared and positioned for success. And, if you just can't bring yourself to making these calls, you can consider outsourcing them to a third party. However, you have to be very careful that the person or firm is on point and delivering your message in the style you want to present. If you're not sure, monitor their calls or ask for a tape recording so you can be confident of what they're saying and how they're saying it.
With the benefits of voicemail and caller ID, prospects simply aren't going to pick up the phone when they think it's someone trying to sell them something. While that fact does change how telesales must be accomplished, it doesn't negate its efficacy as a key sales strategy. With a well-thought out plan of action and a polished message, it can still remain the most direct and effective path to reaching the decision makers of a company.
Source: Adrian Miller link