Yes,
telesales has fallen out of favor recently as less effective than the more
targeted approach advocated by the so-called Sales 2.0. And yet, even
consultative selling training professionals will agree that telesales can still
produce success…if done right.
If
you are charged with generating revenue through phone calls, be sure you follow
these guidelines that have proven results:
- Plan ahead so you know at least the bare minimum about your target…what they do and what they need.
- Prepare your target with an introductory email or letter.
- Bypass gatekeepers by making calls directly to your target by getting their contact info from the internet.
- Set a goal and be able to articulate a good reason for the call.
- Do not be overly sensitive to rejection. Learn how to keep the customer on the line, even after they say “no,” by offering a comparison with their current supplier.
- Know your competition.
- Don’t “over talk.” Be sure to listen and adjust the conversation as you learn more about the customer.
- Stay positive and show your confidence that what you provide will bring value. With the right attitude, you can succeed.
