Preparation is often
mentioned as a key element to
the success of telesales
professionals in telesales and
cold calling. Just like any
undertaking, the degree of
success you can achieve in
telesales is proportional to how
prepared you are to do cold
calling.
Telephoning total strangers and
convincing them to buy your
product or service by the
telephone is not an easy task.
Your telesales can go either way
and there are a lot of factors
that come into play. In order
for you to handle any situation
that may arise, you need
preparation and pre-planning. In
the game of chess, the player
who did some homework
preparation is confident in
making his moves because he has
"seen" the position ahead and
knows exactly how to respond.
On the other hand, the player
who came unprepared will consume
so much time looking for the
best move and will eventually
succumb to the pressure.
Applying the same principle in
cold calling, the telesales
professional who is prepared has
a better chance of closing the
sale. So what exactly does
preparation in cold calling
entail? The following guidelines
will give you an idea.
Be the expert that you are. When
you are selling your product or
service you provide the prospect
the benefits and features,
answer their questions and
convince them why they should
buy from you. All these
information that you give out
means that you know the details
and aspects of what you are
offering well enough to make
your prospect well informed to
make a decision. Otherwise, you
will lose the credibility to do
your job.
Believe in your product.
Convincing a potential customer
to buy your product means that
you yourself are convinced with
the benefits that you are going
to get if you were in their
place. Without this, you will
not be very effective in making
people buy from you.
Be aware of your product's
competitors. Competition is part
of the telesales world and the
best way to position your
product is to know where it
stands in the marketplace.
Be ready with objections. A true
test of how good you are as a
telesales professional is your
ability to handle all types of
objections. In Telesales the key
is to first figure out if the
objection is valid or false and
then turn around the true
objection with rebuttals.
Source: Heinrich Churchill link