Do you get annoyed when you receive a phone call (just when you’re cooking dinner, or putting the kids to bed) from someone trying to sell you something? Well spare a thought for the person on the other end of the line – it’s their job and it’s not an easy one.
Some people enjoy working in telesales – others find it almost impossible. But if you hope to succeed in this environment you must plan meticulously and be persistent.
One of the most important aspects is your voice; but remember, after a hard day, if your sales are not buoyant, your motivation might start to flag. The last thing a potential customer wants to hear is a morose salesperson. So, however you are feeling, smile before you start the call. Obviously they can’t see you but you’d be surprised what a difference it makes to the sound of your voice.
Another vital point is to always be fully prepared before you make a call. If the right person does not answer, plan how you are going to persuade them to pass the call through. If you do get the right person immediately make sure you know what you intend to say. Have your sales talk planned – but don’t work from a script as it sounds too rehearsed. Be confident – in yourself and your product – have all the knowledge you need at your fingertips and be enthusiastic about what you are selling.
Finally, don’t let rejections demoralise you. It’s in the nature of telesales that the number of rejections will be high. So, if you haven’t been successful, as soon as the call is over, forget about it and move on!
Here’s a quote from Art Sobczak who specializes in helping people say and do the right things to get more business using the phone. (Checkout www.businessbyphone.com/backissues.htm for more of his wise words):
“As a sales professional using the phone as your main method of communication, you perform a function that very few people in the world could do well, or would even want to try. And that’s persuading someone to take action and make a decision, based almost solely on the words and ideas that come from your mouth. It’s quite an awesome feat when you think about it. And do think about it. It takes a talented individual to be able to do that well. You are that person. Feel proud of what you do, and always strive to get better!”
Or, if you wish to improve your general sales skills you could always enrol on Business Training’s Professional Sales Techniques Course.
