The fact that more and more
first time telesellers are being
discouraged out of the
profession is sad news for me.
The reason they are being forced
out of the profession is that
they cannot stand the pace of
change that is currently
happening in the sales industry.
The longer you are in telesales,
the better chance you have of
surviving. It is all about
creating a great telesales
message to get noticed!
So what is a "great" telesales
message? How many of your
business leads will immediately
be turned off by weak telesales
tactics? The key to success with
your opening statement is
instant impact! You need to be
able to grab your prospect's
attention in the first sentence,
without them straight away
thinking "here we go again,
another boring telesales
presentation". For new
telemarketers - and for those
who are struggling to make ends
meet with telesales - starting
your pitch with a good opening
is essential to gain instant
impact. You cannot afford to
have your potential clients
switch off, or become
automatically defensive, as soon
as you start to speak. Cheap
telesales tactics are well known
in the business world, and many
of your prospects will have
heard the same speech before.
Whether you are using a fixed
script, or just a guide to help
you with your telesales pitch,
there are a few rules to
consider when you create an
instant telesales impact
message:
1) Get you prospect's name
right, and ask to speak to them
directly;
2) Tell the person who you are,
and the name of your company;
3) Give them a great reason to
listen to your telesales
presentation - instant impact!
4) Keep your opening sentence
short and to the point.
In telesales, you only have a
few valuable seconds to grab the
listener's attention, so use it
wisely. There is no point in
launching into a full telesales
sales pitch at the beginning of
the conversation; you will have
lost the sale already by doing
this. Instead, you must draw
your prospect in by giving them
something you know will help
their business. Leads are a
precious commodity in telesales,
and presentation is everything,
so don't waste time by annoying
the person on the other end of
the phone with a long, drawn-out
opening speech.
In my business, I receive
telesales calls regularly. As
soon as I hear "I'm about to
make you an offer you can't
refuse", I politely tell the
caller I am not interested and
hang up the phone. Since I have
no idea at this stage what the
offer is, I don't want to waste
my time listening to another ten
minutes of telesales waffle. On
the other hand, I heard a great
example of a telesales
presentation recently. The
caller introduced himself, knew
my name and the nature of my
business, and straight away
sparked my interest by telling
me what his company could offer
me.
To give yourself the best chance
of surviving in the telesales
industry, I cannot emphasize
enough how important it is to
create an instant telesales
impact message!
Source: Claudine Waskowycz
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