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Telesales or Telemarketing as it is known now.
Telemarketing is simply a way of direct marketing.
The sales person uses the telephone to communicate with the customer or prospect to either sell them a product or service.
There are 4 ways of Telemarketing:
Outbound Calls
Inbound Calls
Lead Generation
Direct Sales
The telephone along with email has become one of the most powerful tools in sales.
In the past the telephone was used to direct sell a product or service.
However, in this ever changing business environment there have been subtle changes.
The emphasis is on building relationships with the client or prospect in respect becoming their advisor.
Telemarketing campaigns can be complicated however follow these simple steps to enhance your telesales operations.
When using a mailing or brochure follow it up with a telephone call this will increase your results ten fold.
Script or Pitch
Make your pitch easy to understand and use the KISS formula. (Keep it simple and stupid!)
Make it so you, your staff and your prospects will understand.
Set it out to introduce the person calling, the company they represent and the product or service.
Give the prospect plenty of benefits.
A professionally written script is a profit soaring tool in sales.
I tend to use the same formula when working with clients or when composing my own sales scripts for my staff.
A good sales script will lead the prospect to a point where you can close whilst consolidating and confirming along the way.
A telesales or sales script will handle objections and help answer them prior to the prospect thinking or asking about them.
Dont Sell
Strange but true!
This depends on your product type.
The higher the sale the more likely that you will need some kind of sales process introduced such as:
1. Telesales Call - Gain Interest
2. Follow up with Email
3. Telesales Call - Follow up information
etc.......
A normal telesales or sales process can take 7 steps as this is the average that prospects buy - so don't give up.
Also a tip is that some customers dont like being directly sold to so become an introducer or advisor. Service their needs building trust and a business relationship then they will buy - it will still lead to sales but take a little longer however, the results are the same just change tactics.
This is normally called Conversational Sales rather than Direct Sales.
Set the Pace and Incentivise
You really need to be setting the standard and showing your staff that it can be achieved. Let them listen to your calls and teach them to sell.
I have a beat the manager day every month.
Offer incentives both short term and long term. With the long term get a discount scheme or loyalty scheme running to keep your best sales people at your company.
Set achievable goals and targets and with the right incentive your staff will blitz the results.
Consolidate and Confirm
Always, always, always consolidate your deals.
Just quickly run over everything that you have offered the customer and repeat it back. If any objections crop up handle them and consolidate again.
Leave your new customer your contact details and ask them to call you personally if they have any questions (dont mention negative words such as problems, concerns etc)
This eliminates buyers remorse and makes sure your sales are 100% safe.
The best place to consolidate and confirm is the start of your sales pitch.
Confused?
What i mean is that you should be asking confirming and consolidating questions as you go along such as:
Is that OK for you Sir?
Do you need me to go through anything that you have just heard?
Does that sound OK?
The more you can master this the more objections will be removed.
This is just a small snippet of information for telemarketing however for more information please register for my VIP Newsletter.
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