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 Telemarketing
Training Seminars Our Telephone
Sales Workshops
are effective, educational, measurable and driven by the bottom line. Financial,
manufacturing, software, insurance, biotech, entertainment, advertising,
consumer and other sales reps can all benefits from the skills taught in our
phone sales training courses.
For additional questions on our telephone sales training courses
please call or email us.
Class Objectives:
Participants in the
Telephone Selling Skills training seminar will experience/learn to:
- Learn to handle difficult objections.
- Understand the difference between telephone and face-to-face selling.
- Use the telephone selling process so you can sell long-term relationships rather than low bids.
- Interview customers instead of pitching products.
- Think and respond like a business consultant.
- Understand different buyer types and behaviors so you can adapt to each style and create positive chemistry.
- Determine an optimum strategy for advantage over the competition.
- Differentiate your product and company Deal with multi-level sales
structures.
- Identify and quantify the costs of sales.
- Determine opportunity areas for adding value to a customer’s business.
Telephone Sales Training:
Telesales - Top Six Tips to Make
You Mega Successful and Get the
Sale
Telesales is an unbeatable
tool used by business marketers
for generating leads. However,
most people do not see telesales
calls in a good light as they
are perceived as intrusive,
badgering, and often,
inconveniently timed. This
attitude has developed because
of the poor professionalism
exhibited by some telesellers
and inept management that
pressurizes its executives to
get results without considering
long-term consequences.
The attitude of the people
towards your telesales calls can
be changed by imbibing a level
of professionalism that sets
them apart from the vanilla
variety thronging the market.
Whether you have your own
telesales department or
outsource the services,
professionalism is key to
winning customer's goodwill.
How can you bring
professionalism into telesales?
Here are a few guidelines:
1. Start the conversation with
your name and the company's name
If you receive a call about a
product, and the caller launches
into promises and guarantees
without identifying herself or
the company selling the product,
you're likely to think it's a
sham. The same goes for all
customers. Identifying yourself
and the company you work for
makes the call credible. Giving
a first and last name works even
better for business-to-business
calls and high-end consumers.
2. Ask if it is a convenient
time
The second step is to ask the
consumer if it is convenient to
talk now. The customer will
appreciate your respecting their
time and will be more open to
the conversation when you call
again. Ask for a time when it
would be convenient to call and
make sure you stick to it. The
go-ahead to call again is in
itself an encouraging sign of a
possible sales lead.
3. Precede telesales with other
marketing efforts
Telesales becomes more effective
if it is supplemented with other
marketing strategies such as a
direct mail, television or radio
advertisement. You can lead the
conversation by referring to the
"ad in the paper" or "the mailer
you received from our company".
This makes the call more genuine
and the consumer can immediately
relate to the product or service
you are promoting. If they're
interested, they will hear you
out attentively.
4. Do not mess with Do-Not-Call
regulations
The Do-Not-Call registry came up
for a reason and messing with it
can get your company into
serious legal trouble.
Do-Not-Call regulations change
regularly and vary at state and
national levels. It is very
important that telesellers
conform to regulations to avoid
litigations and damages. This is
half the reason many companies
prefer to outsource telesales
services to third party
professional agencies.
5. Record information in a
prospect database
Consumers are often annoyed by
calls from the same company
asking the same thing after a
gap of just a day or so. This
happens in companies where
telesellers do not track and
record information in a common
database. Information gathered
in a call is crucial data for
future sale prospects. In
addition, if a teleseller can
refer to a previous conversation
with the customer, the customer
will feel valued. Value your
customer, goodwill to you.
6. Never compromise on quality
In a telesales sales campaign,
customers come in direct contact
with people who are representing
your brand. The quality of this
contact will have a defining
impact on the customer's
perception of your company.
Though costs are important, they
should not override quality in
telesales. Whether you interview
telesellers directly or hire a
third party telesales agency,
quality should be the chief
criterion in your hiring
decision.
Professional telesales services
can improve the rate of lead
generations and build a good
image of your company. Even if
consumers do not make a purchase
today, they will be amenable to
buying from your brand tomorrow.
Source: Daljeet Sidhu
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