Telesales is a great way to
produce sales or make an
appointment. Yet it was also one
of the most underutilized
marketing strategies used by the
small and medium businesses. The
reason is because most business
people thought that using
telephone to sell is rude,
intrusive or worse of all, fear
of being rejected.
Actually, the only way to
maximize the use of telesales is
by creating a great telesales
message to get noticed. Yes,
it s that simple.
So what is a 'great' telesales
message? Well, the key to that
is your opening statement. Your
opening statement must have an
instant impact for it to have a
chance of success. Your
telesales message must be able
to grab your prospect's
attention.
Here are some of the few rules
to consider when you create a
telesales message that sell:
Get their names right, and ask
to speak to them directly
Research has shown that
everyone's most favorite word is
their name. No matter how you do
it, please get their name right.
Introduce yourself and your
company at all times
Most telesales representatives
started rumbling after they got
the prospect on the phone.
Remember that the most polite
thing you can do is to introduce
yourself and your company after
you have got the right person.
Give them a great reason to
listen to your presentation
This is the meat. This is where
you capture their attention. You
got to give them a very good
reason to listen to you. If you
lose their concentration in this
area, you lose the prospect
forever.
Keep your opening sentence short
and to the point.
You need to keep your sentence
short. If you don t keep your
sentence short and you ramble on
and on about your product or
service; you will lose the
customer. One of the best ways
to keep their concentration will
be to ask them questions. If, at
some point you found that you
have talked too much, ask a
question. It will help to keep
the prospect's concentration up.
In telesales, your objective is
to draw your prospects out by
giving them what you think could
help them and the only way to do
it is by providing an impact in
your telesales message.
Source: Roderick
Low
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