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Outbound telesales is a sales
technique employed by companies
in order to try and promote
their products or their
services. By direct calling over
the telephone, the telesellers
engage consumers directly in
order to get their sales pitch
across as quickly and
efficiently as possible. Good
techniques will allow the caller
to finish before the receiver
has had any time to object.
Most aspect of sales can be done over the telephone from that initial call, and that is what makes telesales a viable proposition for companies. It is possible to run and entire business from a telephone. Not only does the initial sales lead get chased up by a promotion call, but follow up surveys such as customer satisfaction can also be done, and this helps the company engage the customer again and find out more about what they may want in the future.
Some people do take unkindly to being disturbed by a Telesales call. Receiving one can produce feelings of anger and frustration, but it is important to realize that it is just people doing a job, trying to make a living by selling products. It is no different from sitting through a commercial in between your favorite TV shows. Telesales grabs the attention of a caller, by using a friendly and calm demeanor, for they want to keep the receiver as calm as possible.
Therefore, calling at times of the day when a consumer will feel more put out should not happen. Those early morning calls should be a no-go, similarly calls made during the evening hours when people are sitting down to dinner are not prime telesales call times.
Teleseller works because consumer's often find it hard to be impolite over the phone and put up a stern objection to what the caller is saying. It is rude to interrupt someone who is talking, even ruder to hang up mid-conversation, and this is how the Teleseller reaches out to you. Hearing a friendly voice will usually means that the consumer listens to an entire spiel before getting a chance to say no.
Telesales is an art and what is said by the Teleseller is, of course, the all important element of the call. The dialogue will be well scripted in order to get the sales point across quickly, as well as affording the teleseller the best opportunity to get the desired response from the consumer. Being paid by commissions for a sale, time is of the essence and responding to any questions in an efficient manner will help the teleseller net their catch. Having listened to an entire sales pitch, it is more than likely that something will have caught the consumer's attention.
A consumer can be a hot lead because of purchases they have made in the past, or because some company has been tracking their spending habits. Store cards all record such information and that is how they know what promotional offers to send out. Companies pay for hot leads in order to try and push the chances of making their own sales.
The main point of a telesales call is of course to get a return for having made that call. How much time is spent on the sales pitch, how much a lead costs, what percentage of leads turn into sales, are all elements which a Telesales business has to consider. There will be no sales if there are no contacts. Outbound Telesales is a good way for companies to survive and make money, and can often prove to be cheaper than advertising or employing on-the-road salespeople.
Source: Terry Stanfield link