Telesales Techniques

Instructions


Step 1:
One of the most critical aspects of telesales is your voice when dealing with prospective buyers. Sales is a tough field and you may become discouraged when your sales are down. However, it is important that you do not project this emotion into your voice. The last thing a prospective buyer wants to hear is a morose telesales representative--this gives him no incentive to buy from you. Project warmth and enthusiasm. Greet him pleasantly but professionally. He should hear your smile through the phone and your passion for the product you are selling.
Presentation

Step 2:
Prepare your selling strategy before making the call, and prepare for each gatekeeper you may have to encounter before you are transferred to the appropriate party. Be amiable while introducing yourself and politely state why you are calling. Do not give empty answers. The gatekeeper is present to screen you and will hang up if you are not allowing her to do her job. If you maintain a professional and confident demeanor, she may send you through.

Once you have your prospective buyer on the phone, the question is: Can you make the sale? This is why preparing your presentation before making the call is so important--you will know your objective and how to achieve it. Do not read from a script; you'll sound too rehearsed. Know your product, believe in it, ensure that it meets your prospective buyer's needs, and you will make the sale.
Rejection

Step 3:
Do not take rejection to heart. Rejection in telesales is a natural occurrence because people will not always want to buy what you are selling. Look at the positive side of telesales when this occurs: You are not face-to-face with the prospective buyer. He will not recognize you if he ever sees you. Chances are the minute he hangs up the phone on you, he has already forgotten you. You should do the same. If you are selling a marketable product, you will find buyers. The reason rejections occur vary:

Some people would rather to see who they are buying from

She is simply not interested

He cannot afford it

She is in a bad mood

Whatever the reason, based on the result of your call, you can usually determine whether the prospective buyer is a "Call Back" or whether it is time to move on to the next.

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