Typically I don´t get involved in the sales aspect of my client´s business but on occasion someone will ask for my help in solving a particular issue. Here are some of my thoughts. One problem managers run into is complacent sales people. Let´s face it we all get burnt out from time to time it´s only human nature But a complacent sales person begins with a complacent manager. We learn by doing, setting an example and opening a dialogue. If your team sees that you don´t care about what they are or aren´t doing how can you expect them to care?
Here are some tips"?¦
Offer incentives like a trip for two to a spa weekend. Often we just need to recharge the batteries for a few days to come back ready for action and better than ever. Trust me this works!
Go out on a few sales calls yourself to see what your people are up against when they are out in the field. Or better yet go out on a few calls with one of your people. The point isn´t to check up on the sales person but to strategize before and after the call. This will also give you a chance to show your stuff and maybe inspire someone to try more successful approach.
Play devils advocate and never criticize. Often you can get to the problem by simply probing the person into figuring out what went wrong on the call. Ex. Why do you think the call didn´t go well? What do you think you could do differently?
Offer praise in front of your salesperson´s peers. A little head patting goes a long way.
ï?? Encourage your sales staff to assist each other with problem prospects when appropriate. A strong team makes for a strong company
Here are some last minute tips to help you keep on track with your phone techniques
List three words that describe what a telemarketer sounds like to you when they call
List three words that describe how you think you sound on the phone
List three things you’d like to improve upon to make yourself better on the phone
List three objectives for the next five calls
Additional Tips To Remember
I. Know your Markets ……. Sounds simple enough doesn’t it? Ask yourself the right questions and you’ll know what markets fit your business and sales goals
Ex: Who is my ideal clientele wish list? What makes my product/service better than my competitors? Is the cost for the service/product too high? Too low’
2.File it Away… Organizational skills are applicable when trying to manage your leads. Don’t make the mistake of misplacing a hot lead and not following up in a timely manner.
3. Set Goals to Success
Always include the telemarketer/firm in the decision making
process. Keep in mind that somewhere between your expectations
and their capabilities lies a reasonable sales/appointment
4. Finding Lists /Finding New Markets
Keep an open mind. You can find new leads just about every
where. Newspapers, magazines etc. Talk to business associates
for ideas on finding leads, good telemarketers etc
Since no one likes to role-play. Simply focus on the
objective of the call
This is an excerpt from my book"Telemarketing Success for Small and mid-sized Firms available at www.amazon.com and bookstores everywhere
Tony Wilkins is the owner of Telemarketing Consulting Services and author of "Telemarketing Success for Small and Mid-sized Firms´ available in most bookstores and online at www.amazon.com and www.xlibris.com you may also find out about his workshops and services at
http://stores.ebay.com/telemarketing-success via e: mail at email@example.com or phone 415-267-4872 .If you´d like to be notified of a new posting for this column, please contact Tony Wilkins at firstname.lastname@example.org