Besides the advantages of time and travel costs, the new australia fax data sales method also contains many challenges that require salespeople to overcome. The 7 golden keys below will help you gain more experience in making successful sales calls and have a professional and effective conversation.
What is the art of telemarketing?
What is the art of telemarketing?
1. Prepare the call content carefully
Failing to prepare is preparing to fail. This is an immutable rule in any profession. Even if you are an expert in telemarketing, you cannot skip this step.
Before each phone call, learn as much as you can about the customer and, if possible, gather information about the personality, habits, and interests of the person you will be calling. Make a sales playbook outlining the purpose of the call, the information you will exchange, and the answers to situations where the customer may “put you in a difficult position.” The more carefully you prepare, the higher your chances of success in your sales call.
2. Practice before performing
telemarketing
Remember to always prepare carefully before calling customers.
If you are new to the industry, this is an especially important step for you. Remember, when you make a call, you are representing the company’s image and brand. You do not have the right to “use customers as targets” for your own mistakes.
You should ask for help from your colleagues during the practice. Let them play the role of the customer and you are the telesales person making the call. The comments of your colleagues during your practice will help you gain valuable experience to avoid mistakes that may occur when making a real call. And even if you are already a "master" in telesales, you should still spend a few minutes "imagining" the call you are about to make.
3. Let your body relax
Did you know that when communicating over the phone, the effectiveness of the message conveyed to customers is determined 86% by the tone of your voice and only 14% by the content of your conversation? Therefore, your posture during the phone call has a particularly important impact on the final outcome of the sale.
Before making a call, take a deep breath. Sit in the most comfortable position, hold the phone in your left hand, keep the receiver 4-5 cm from your mouth at a 45 degree angle to ensure your voice is transmitted most accurately. Avoid placing your elbow on the table when holding the phone or any other tight movements that put pressure on your chest and affect your pronunciation.
4. Outsmart the smart secretary
The first challenge you need to overcome is the “smart secretaries”. Many salespeople fail because they don’t know how to overcome this first “door”.
The secretary or receptionist is always responsible for blocking unnecessary phone calls and selecting important calls from the hundreds of calls that come into the company every day. Your task is to make the smart secretary understand that the issue you are presenting is very important. Remember, speak briefly, with a strong and urgent voice.
5. Immediately grab the customer's attention
Customers don’t have much time for you, especially on the phone. Get straight to the point, don’t try to explain too much. Impress your customers right away with a professional, warm, serious, yet respectful tone. Make it clear to your customers that you are bringing value and benefits to them.
If you ask for a 30 minute or 1 hour meeting, it can be difficult. Let the customer know that you are not wasting their time by asking for a 5-10 minute meeting. Because you need to know, when you meet, 5 minutes and 30 minutes are the same.
6. Give customers a two-for-one choice
As a professional salesperson, you must always be aware of supporting and advising customers to make decisions. Help customers make a final decision by choosing one of two options.
For example: “So can I meet Minh next Tuesday or Wednesday? At 9:00 AM or 3:30 PM? At the office or some other location?”
No matter what method you use to overcome customer objections, you need to remember one principle: End each call to pave the way for the next call or meeting.
