| ||
| ||
|
Sales Teleselling Tips and Support | |
|
|
|
Telephone Sales Basics for Start-ups
Everyone picks up the telephone to do business. Yet the word "telemarketing" has many negative connotations for people. However, telemarketing is merely a term for conducting business over the telephone. Whenever you pick up the phone at work to make or receive a call you are "a telemarketer". Over the years telemarketing has evolved into the following applications: 1. Business to Consumer 2. Business to Business Within these classifications, there are two separate functions: inbound and outbound. Inbound is generally thought of as customer service, and outbound is used for sales or surveys. CSR is telemarketing shorthand for Customer Service Representative. TSR is telemarketing shorthand for Telemarketing Sales Representative. In order to increase response rate, many firms use a combination of direct mail and telemarketing. Generally the telemarketing call follows the mail piece. If the client or prospect requires additional information, a follow up first class mail piece, fax or email is sent. A soft sell works best for long term buyer -seller relationships. Each prospect call begins by letting prospects know the organization might be able to solve problems/fill needs. We then ask a series of questions to determine what their situation is and how the products can best help them. The offer is made and we ask for agreement - also known as the close. Rep's are expected to overcome objections and show how close a match the products are to the prospect's needs. The steps in a sales presentation: 1. Opening 2. Offer 3. Trial Close 4. Objections 5. Close Most Telemarketing units use a "script", a written, planned presentation. Actually, all salespeople use planned presentations; but as no one can see the telemarketer, these can be written down. A good script is used as a guideline as opposed to a verbatim speech. The presentation should inject some of the rep's personality and be flexible enough to personalize each call. During the course of an "average" day a Telephone Sales Rep will: ? Dial the telephone 200 times ? Reach voice mail 80 times (out of 200) ? Reach a decision maker to make a presentation 20 times (out of 200) Telemarketing is no longer the stepchild of company's marketing efforts, in many cases telemarketing has become the focal point for dynamic expansion. As the cost of field sales endeavors continues to rise, more and more firms are using telemarketing to cost effectively increase their business. In 1988, US News and World Reports published a report citing 8 million telemarketing jobs by the year 2000. At a time when most telemarketing employment seemed to be part time (targeted for housewives, students and retirees)or hard sell boiler rooms, this number seemed tremendous. Today when most telemarketing positions, particularly in the business to business arena, are being held by experienced full time professionals, perhaps 8 million just scratches the surface. Jo Ann Kirby is president of KRG Communications Group. She has 20 years experience in sales, telephone sales and sales management and an extensive background in training and development. Her background also includes extensive b2b telesales management experience. Jo Ann has been published in The Toastmaster, NAPPS Network and Commerce magazines. More can be found at http://www.krgcommunications.com
MORE RESOURCES: |
|
|
|
RELATED ARTICLES
Stop Selling and Make More Sales A few months ago I spent time training some telephone sales agents who were new to selling. They'd mainly been involved with handling incoming calls but now their company needed them to do some out bound sales calls. This is a Sales Call: How to Begin Prospecting Calls with Integrity "Hello. I'm looking for Sharon Morgen?" "Sharon DREW Morgen. 7 Cold Calling Secrets Even The Sales Gurus Dont Know More and more e-mails are arriving in my in-box from people who hate cold calling. Here's what they're saying:? "Cold calling terrifies me. High Phone Bills Can Affect More Than Your Expenses I got a phone call today from a gentleman in Arizona. He wanted to talk to me about a report I downloaded from him about network marketing. What Level Of Telephone Sales And Customer Service Do You Provide? Using the telephone as an effective sales and customer service tool begins before you ever pick up the receiver to answer the telephone or make an appointment or sales call. When you reach for a ringing telephone, you need to put a smile on our faces and then greet people with the same enthusiasm you'd show them in-person. Conference Calling Evolved Originally the conference call was limited to businesses paying exorbitant fees to the telcos. For business, it still made sense economically because the costs were less than the travel costs involved in bringing the people together. Cold Calling Does Not Generate Sales Leads It is a fact of life for most new sales people; they get the dream sales job with unlimited earning potential and expect to earn so much money that they can now enjoy the fruits of their coming wealth. Everything seems perfect until they realize that before closing a sale and earning the big commission, they must first prospect for new customers (read, cold calls). 4 1/2 Steps for Doubling Your B2B Appointments Cold calling. Most people hate to do it and there is a cottage industry of people making a profit by selling ideas on how to generate business without cold calling. 3 Simple Rules For Your Next Sales Call The other day I received a call from a telemarketer selling a website "starter kit" for small businesses. If you are reading this right now, then you undoubtedly know that I have a website. Control Your Sales Calls From The Start Sales calls that you control are what all salespeople want. I am a big believer that questioning is the most important skill for sales professionals. Get Instant Rapport On Sales Cold Calls Immediately establish rapport on cold-calls by matching your prospect's voice qualities - tone, pace, and emotion. Matching the emotion, or mood, of your prospect is key. Cold Calling for Introverts In her book, The Introvert Advantage, Marty Olsen Laney talks about the defining moment when she embraced the fact that she was an introvert. It came in the form of a statement, "Oh, there's nothing wrong with me, I'm just an introvert!"According to her research only 25% of people are introverted which leaves us the daunting task of dealing with the 75% extroverts of the world. Proven Two Minutes Magic Exercise to Conquer the Fear of Phone I got a confession to make! The little communication device used to scare me to death!I would pick ip up and dial a prospect and when the phone rings my heart would start pounding wishing that the recipient does, to pick the phone up. When the phone is picked, guess what?My home business was rationalised and crippled by the fear of phone. Sales Therapy 101: Breaking Your Fear of Cold Calling Almost every day, visitors to my Unlock The Game? website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question."And do you know what their most common question is?Yes, you guessed it: "Is there any way I can break through or overcome my fear of cold calling?"Most of us have at least some resistance to cold calling, and some people I talk with have such a paralyzing visceral and emotional fear of cold calling that they can't even consider doing it. How To Know Youre On A Winner The catchword today for business is flexibility.With changes in suppliers, customers, and the processes connecting them altering almost daily (or so it seems) the future clearly belongs to the organisations which can adjust to change quickly and effectively. Phone Tips To Get Things Done: Professional Phone Skills It happens all the time, you hear someone over the telephone and you make a generalization about the person you are speaking with. It may not be fair and it is akin to judging a book by its cover, but it's true nevertheless. Predictive Dialers - Human Interaction Maximized Predictive dialers are many steps removed from their predessors, the automatic dialers of the past. Whereas automatic dialing allowed callcenter agencies to dial numbers quickly and efficiently, predictive dialing also processes and makes use of a whole range of information, linking callers to live voices every single time. Overcoming Objections Over the Telephone In sales, one of the things you will be doing a lot of, is making phone calls. You can't escape it. Telesales HEADSETS & TELEPHONESThe equipment your personnel use is important. Don't let others tell you any different. 10 Tips for Telephone Success The telephone is an often under-appreciated and much maligned piece of office equipment. Have you stopped to consider how much business you conduct over the telephone? These 10 tips will help you improve your telephone presence and presentations.
|
|
|
home | site map |
| © 2006 - 2009 |
Simpli
Capatcha v6.0
Simpli
Easy File Share v4.0
Click
to Encrypt PHP v7.0
Click
to Encrypt HTML v8.0
Simpli
Easy Password Protector
Image
Mouseover Script v1.2