Some effective Telesales Tips

A lot of view and idea has been written on the subject of telesales, cold calling and telemarketing techniques and tips. In fact, the wheel itself is just perfect the way it is. We Were always taught that if something isn't broken you shouldn't try and fix it. So - let's leave it that way it is, shall we!? The fact of the matter is that to achieve cold calling success, a good telesales professional simply needs to know the right way to do things.

So, Hera is the some latest and very effective Telesales Magic, we will break that process down, bit by bit, and incorporate it into what I like to call the Ultimate Top Ten Telesales Tips. I'll warn you in advance; this is a pretty long, in-depth post. I don't expect every post to be this long, but I thought it would be the nice way to kick things off, and give people a nice run-down to get going! Let's get started.

Not preparing for your calls is like a high-scoring basketball player not practicing his free-throws when he knows for a FACT that he will be at the foul line on-and-off all night long. Think about it. Preparation covers many different aspects in telesales - we'll look into these in future posts here, but they basically breakdown to getting your hands on a good, strong calling list, having the correct equipment to make your calls, a professional uncomplicated working environment, writing a compelling script and having all the rebuttals you believe you will need, based on the objections you know you will hear on your calls, a good 'notes' system, or CRM in place, and then the ability to follow through with any promises you make your prospects, such as info to email or send out, etc, etc. at the end of the day, the more prepared for your calls you are the more successful you are going to be.

This, for me, is the single most important part of any telesales professional's working day. Think about it logically. The moment you stop prospecting, (in other words simply going through your lists and lead sources, dialing the phone and getting 'moving' every day), is the moment your sales pipeline will dry up - like the Sahara desert! You should be looking to do at least 2 hours of true cold call prospecting every day.

Once you've got through to a human being, its time to qualify. A lot of new telesales people tend to pitch the first person they get on the phone to. This is obviously a) a waste of time, because the chances are that the person who picks up the phone (99%) of the time is not the decision maker, and b) because you haven't found out anything about them yet. Making sure that you have the right person on the phone is absolutely paramount in making the sale. Use some probing questions such as "Mr. Big is the person I should be speaking to in relation to your restroom supplies, am I right?", and "Is there anyone else involved in the decision making process in regards to your restroom supplies?". By being polite and friendly, qualifying your prospect with the gatekeeper, for example, will almost always confirm the info you have is correct, and that Mr. Big is indeed the right guy, or you'll get given the name of the real decision maker.