Telemarketing Tips
Being a telemarketer is not easy. You have to be tough as rejections are common in the telemarketing business, but this does not mean that success is not possible. No doubt, it is difficult to sell over the phone. Since you can’t see the other person, you can only use your voice as your main tool. In order to improve your sales, consider these techniques.
Before the Call
Make a Positive First Impression
First impressions have a lasting impact, thus it is important to make an immediate positive effect on the prospect. Be prepared for the call, before you make it. Get rid of any clutter from your work area to avoid getting confused by unnecessary paperwork, while on the phone. Always smile when talking on the phone, it can be heard through your voice.
Include your Own Words in the Script
Keep your script ready, but be prepared to deviate from it with respect to the situation. Include your own words in your dialogue, maintaining a balanced and natural flow.
Some companies do offer a standard script, but if you face trouble adapting to it, then it is better to write your own, but do make sure that it depicts the content of the script accurately.
In order to effectively develop your script, say it loud as you write it. Learn your customers’ schedule quickly to reduce time-wastage, so that you know the most convenient time to contact them.
Attend Training Sessions
Make sure you attend all training sessions offered by the company. Good training leads to vast product knowledge, which increases your confidence in selling the product.
Probing
It is important to ask probing questions in order to determine if a client offers a potential sales opportunity. Ask your client to rate your performance from 1 to 10 (1 being poor and 10 outstanding). Also find out about how your presentation held her interest, and if she rates you a 7, ask, "What haven’t I covered that could bring my rating up to a 10?"
Discover your Potential Client’s Thoughts
If the potential buyer says that she has to consult her boss before making a commitment, then try to discover her thought process before she consults with her boss.
For this, you could say, that before talking to your boss, can you tell me what you like the most about our conversation so far? This will project the specific element of the discussion she is most interested in.
It is common to have hesitant clients in telemarketing. Probing statements like, "Tell me what you are most concerned about," can disclose the reason behind her hesitation and can show the amount of interest she has in your offer.
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