Make it professional …..
Have you ever received a phone solicitation at home during dinner? Of course you have. Who hasn’t? But I often wonder whether or not some telemarketers even know what they’re selling. In telemarketing you must always convey a sense of freshness and spontaneity. Sounding” scripted” is always a major complaint among most consumers. If you must read a script then be sure that you know as much about the company and product as you possibly can. I’m not saying that you need to memorize the company manifesto, but if you take more of an interest in the company and the job you’re doing it will make selling the product much easier and more enjoyable. You may never use that information in a sales call but it doesn’t hurt to have it handy and it will also help boost your confidence. Relax and make the phone call more conversational. Remember that a cold call is nothing more than two people conversing with each other. And while we’re on the subject of talking, be sure to listen as well. You can’t sell anyone anything if you have no idea what they need so begin your conversation by asking probing questions.
“Will you be taking quotes in the next 1-3 months?”
“Are you handling your resources in-house or do you outsource”?
“Do you have a budget for those resources”?
Get a dialogue going. You can’t ask a question and answer it at the same time. Asking a probing question allows you take a breath and give the prospect a chance to answer as well as show interest.
Here are some tips to help you get through the rough spots.
1. Know your information
2. Identify yourself and your firm clearly and confidently
3. Open with an attention getting statement
4. Be able to answer questions and overcome most objections
5. Listen… this is key!!!
6. Establish a rapport with the caller