Telemarketing and Telesales Tips, Strategies, and Resources to Make Telephone Selling and Cold Calling Easier and More Profitable

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  • Topic: Telemarketing, Decision making, Cold calling
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  • Published : April 5, 2011
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Telemarketing and Telesales Tips, Strategies, and Resources to Make Telephone Selling and Cold Calling Easier and More Profitable     |


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By Art Sobczak Telemarketing, telesales, cold calling ... whatever you want to call it (and I'll use the terms  interchangeably), the professional use of the phone in sales is a process, not a goofy technique or gimmick. We're going to travel through every part of the professional telesales- telemarketing call, in order, discussing proven tips that can help you right now. Let's go!

1. Have a primary objective for every telemarketing call, defined as, "What do I want them to DO as a result of this call, and what do I want to do?"

2. Prepare questions for your telesales call using your call objective. Ask yourself, "How can I persuade them to take this action as a result of asking questions, as opposed to talking?" Remember, people believe more of their ideas than yours.

3. Also have a secondary objective for each telephone sales call...something you'll strive to accomplish, at minimum, every time. Pick something you'll have a reasonably good chance to succeed with, such as, "Getting their agreement they will accept my literature and place it in their 'Backup Vendor' file." This way, you can enjoy success on every call you place, and that does wonders for your attitude.

4. Treat the screener as you would the customer--this person determines whether or not you'll even have a chance to speak with the buyer.

5. Gather as much information as you can from whomever you are able, prior to speaking with your prospect; busy decision makers get bored when they have to answer your basic qualifying questions. Use the "Help" technique: "I hope you can help me. So I'm better prepared when I speak with Ms. Big, there's probably some information you could provide me..."

6. Before cold calls, think of a good reason for needing to speak with the decision maker, and be prepared to sell this to the screener. What they're thinking about you: "Does this person have anything of interest, or of value for the boss?"

7. If leaving a message on voice mail, or with a screener, be certain it offers a hint of a benefit/result that sparks curiosity, but doesn't talk about products/services.

8. The objective of your telemarketing opening is to pique curiosity and interest so that they will willingly and enthusiastically move to the questioning. You must answer, "What's in it for me?" for the listener, or they will immediately begin the getting-rid-of-you process.

9. Don't use goofy, resistance inducing phrases on your telesales call, like, "If I could show you a way to _____, you would, wouldn't you?" The only decision you're looking for in the opening is the one to continue speaking with you.

10. When cold call prospecting, don't start the call with, "I was just calling people in your area..." People want to feel like they're the only person you're calling... not just one of the masses from a list of compiled names.

11. Use what I call "weasel words" when opening cold prospecting calls: "depending on," "might," "maybe," "perhaps," and "possibly." These are non-threatening words that intimate you might have...
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