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According to the telemarketing experts at Telesales Magic, your cold calling success begins with the proper attitude. If you are committed to making a career of telemarketing sales, then set your goal to being a top producer in your company. Reinforce your intentions with motivational information you can refer to when you need inspiration. Create a quick reference card that shows you how much income a top producer can make in your company.
Develop a montage of pictures that show the things you want, or need, to purchase with your increased income. Take the time to observe how the other top producers in your company operate, and break down their approach into something that you can do yourself. Once you are convinced of your own success, the rest of your telemarketing job becomes a bit easier.
Be Flexible but Focused
According to AllBusiness.com, you should avoid relying on a script to guide you through your presentation as a cold caller. A cold call conversation can go off into a number of different directions, all of which present you with the opportunity to close a sale. One of the difficult parts of a cold call is getting the client to get engaged in a conversation with you. Once the client takes an interest in a part of your initial presentation, you should have the flexibility to follow that interest but the focus to be able to guide it into a close.
Know your product well so that when a customer starts to respond to your questions you have the product knowledge to tie your offering in to the conversation. A scripted introduction can be effective if you present it as the opening to a conversation as opposed to the first paragraph of a canned pitch on paper. Always have a structure to your conversation in mind that leads to a close, but allow the conversation to move with the customer a little bit to get them comfortable.
According to BusinessByPhone.com, the use of questions is critical to the success of the telemarketing cold caller. Questions such as those about services the customer may need to run his business more efficiently may get his more interested in the conversation. When you ask questions be very deliberate, and pay attention to the answers you receive.
Ask a question, and then wait for the response. Make notes of what the customer says, and then formulate your next question based on information given to you. By allowing the customer to feel as though he is dictating the course of the conversation through he information, he is becoming more emotionally involved in the conversation and opening himself up to be a sale.
Source: George Root III link