Telesales Essentials (Briefed)

-

Telesales Essentials (Briefed).

*This article can applied to Sales people generally but it is mainly focusing on Telesales.

Despite the internet Technology and social Media revolution, Telesales remains the most used method to approach Buyers and Clients.

Telesales is the most used sales method, a challenging just like a face-to-face meeting, Telesales Saves time , Money and Extending Geographic Coverage for your Business .
it can be difficult to get people to listen and convince them to buy, and rejections may come in the hardest hurts you can imagine, actually you only need to call a prospect in bad day and you can imagine what I talking about …



and it can be worse if there is no marketing or at lease telemarketing to make it easy on sales to call and close a deal without a lot efforts in introductions and earning trust .

A lot of Books defines Telesales as a direct Marketing method but i believe that it is not true, but Why ??

First of all it named Telesales !!!!!!

Second … at the first of the call you make your introduction which is the initial approach and the only part related to Marketing but everything comes after this introduction is Sales and that’s simply it is not right to define telesales as related to marketing because of an introduction which is a essential in any phone call Like you say “Hello” !!!!!

Selling directly on a cold calling to a prospects and trying to convince them to buy If not planned it may be a back fire on you and your company could damage your reputation. Instead, you might use telesales as part of the sales process or sales methods — simply, introducing yourself to a prospect that you already know how can you cooperate and what can be bought from you is much easier than asking prospect how can we cooperate and give the prospect the full control to decide, so if you already planned your sales call you will have a target to achieve and everything comes over is better.
You can’t success in sales generally if you don’t understand very well what you are selling also if you don’t know clearly and exactly what can be done and can’t be done in your business.
So what is needed to planning a Telesales (individual or a team?

We have three main pillars :

1- Talented/ Easy Going Personality




Simply to be successful in telesales and sales approach you have to be a socially talented and flexible easy going person not an answer machine repeating introduction and offering sentences then you will need to use the sales and negotiations talents and skills.
If you not have what needed so you can’ be a sales and you are defiantly can’t achieve your targets through cold calls .

2- Verified and Sorted Data

Simply, calling and contacting wrong or improper prospects is just a time wasting not more .
Contacting a huge firms comparing to your firms will bring you a business that you can’t handle operationally and financially too and on contrarily contacting a very small firms comparing to you may be an easy work but it won’t be a profitably business indeed unless you have a many of them constantly.

3- Technology used




Technology is the blessing of our era, to make things easier, available, accurate …etc . so using automation technology and software is essential to increase productively and decrease costs .
You have to search and get as more a offers to choose the most proper technology for your business and any wrong selecting based on the cheapest offer actually will cost you more than you can imagine comparing to an expensive software, so my advice is to not buy the cheapest unless it fits for what you need for the coming 2 years.
After you have the 3 main pillars, the telesales person should know all about the business he/she selling, they have to know from production to delivery including advantages and disadvantages also they have to know about legal issues, pricing formula and limits and for sales skills telesales team should essentially know basic skills of :

How To Negotiate Sales & Do Selling
Go Beyond Objections In Six Steps
9 Steps To Close Any Sale/Deal
Strategies to Handling Price Objection & Persuading Prospects.
Types of clients you will sell to
Rules To Write an Effective Business E-Mail

The golden advises:

Active listening :

Active Listening is an important key to success, so try to listen as more as you can as long as the prospect speaks and welling to explain and provide information about the cooperation opportunities, so Listen carefully, take notes and don’t interrupt the information flowing .
as more as you have information as more that you are likely know your strengths and problems may face so you can be prepared with solutions and more rady to close more deals .

Emphasize & Repeat

Emphasize on the major points of your deal and & make sure that you understand every point by repeating them on the prospect to achieve clearness and sure then agree on next step .

Analyze

Analyze the conversation in total all and what have been achieved and what need to be achieved and set an action plane and next step .

History

Your call history with the prospect and the analyzing history of every call can strongly tells you about the prospect personality and needs and strongly can change your approach methods and action plans so try to document the call history outcomes .

Confident , Courage and bold




Not every body can be a sales, so you have to be a special person to success in sales and special persons always confident because they know that they worth it.

Your Voice

As a telesales your voice tone is the most important thing you have to control, voice tones make 75% of your affections on prospects and your words is only 25% affect them.
Remember that You can be totally know nothing about what you sell but the confident tone of you make you close a deal you know nothing a bout.-(it happened with me)-.

Write Your Own Script




Now it is time to write and your script, you may develop or get hints and ideas from an older colleague’s script but any way do not start any phone call without a planned script you did and not any body but you to achieve your targets and it must be with :
Many multiply options and answers that prospects may tell you. Defined Objectives Defined Targets and goals Confidant and bold not bagging and stimulate. Clear and easy to be understood

Practising

After all this steps now it is time to practice !!!!
You are not a machine repeating introduction and answers like any robot , so you have to practice and memories the script your developed in order make your answers and negotiations natural and will understood .
You will fail indeed if you make the prospect feel that you are a reading machine, so as more as you practice as more you will success .

If you liked this article, Share it … Hope to have your comments and Wish you Good Luck .


“ Glade to contact with you : mohammedezz@hotmail.com | https://www.linkedin.com/in/mohammedezzevolution/

Mohammed Ezz

Comments

Post a Comment

Popular posts from this blog

How to Close any Sale/Deal in 9 Steps

-
Image
9 Steps To Close Any Sale/Deal Closing is a real indicator for your performance and persuasive skills … you will find closing easy, other wise you have to more efforts to do it. 1- Have a reason to close it Before you expecting to close a sale, you must first Earn It. •Delivering on your promises •Following up on customer inquiries •Showing up for appointments on time •Prepared and eager to serve the prospect, client or customer. Focus each call on how you can help the customer instead of what you can get from the customer, and you will eventually EARN IT. 2- Ask for The Next Steps It is a prepare the prospect mindset …After any prospect completed with you the presentation and offering , ask the prospect what he or she thinks should be the next steps. If they are unsure, make suggestions of next steps that move you closer to a close. Remember that the next step could be to close the sale. 3- Stick With Your Goals Each step you take in a sale...
Read more

Six Questions To Develop Business

-
Image
   Six Questions To Develop Business “ Buyers is the real goal of any business “ so if the owner or decision maker don’t consider them and all their needs and how to reach them as the most important thing to your business , you will surly fail and in order not to fail here is a simple questions you should ask yourself to develop your business and increase sales rapidly. 1- Who Will Buy ? OR Who Should Buy From Me ? Company or an Individual, Small firm or large group You must ask yourself this question at first to know How is your client/customer look alike and where this client/customer is exist and then you can identify the target market you will seek . You can identify age, time, place, living style …etc. … and once you know them you are going to the next question… 2- What Buyer Desires ? OR If I Where The Buyer What I Will Ask For ? At first when the producers was minor in the early 20th century they d...
Read more

7 Strategies to Handling Price Objection & Persuading Prospects

-
Image
7 Strategies to Handling Price Objection & Persuading Prospects. No Business is not facing this Objection, actually it is the most common and the most objection have ever said … in addition of the steps in “ Go Beyond Objections in Six Steps “ below strategies will help you to go beyond Price objection . 1- Delay & Postpone Delay price dissection till you demonstrate and explain the value and after this you can discuss price comparing to value you explained and how it is a reasonable price for the value prospect will get in return, like saying “ before price we need to absolutely be sure that (your choice, we are, the service/product) are right for you then we can come to price, so you will have the big picture including every thing”. Don’t forget that you must make the value obvious and clear and link it with prospect needs or you will defiantly will lose … do it by any way you need( compare table, graphic, presentation, testimonia...
Read more

Go Beyond Objections In Six Steps

-
Image
    Go Beyond Objections In Six Steps Most salespeople think of objections as a bad thing… but they’re missing That If your prospect raises an objection, that’s actually a good sign that he wants to buy. The fact that they’re talking out their concern means that they’re giving you a chance to answer it. If someone is completely uninterested in buying your product, they won’t bother to object — generally they’ll just sit through your presentation in silence (with arms folded) and then send you away. Here’s a simple process to help resolve your prospect’s objections. 1- Listen to the Objection. Don’t jump all over the prospect as soon as he says “But what about-.” Give him a chance to explain exactly what’s bothering him. Don’t just turn him out, either — listen. You can pick up some really valuable clues from the way a prospect phrases his objection. 2- Say it Back to the Prospect. When you’re absolutely sure the prospect is done talk...
Read more

Huge Business Development in Six Steps

-
Image
  Huge Business Development in Six Steps How To Improve a Huge Business Development in Six Steps : Map out your target prospective client and his journey with you from pre sales through closing the deal and ending with post-sale & how can you make him repeat this cycle as much as possible till you Understand what they need and what you have to do . Do all searches and take all economic methods to reduce cost of sale and increase client satisfaction. Determine what upgrade can you do in the future in every thing Now it’s Marketing & Promotions … Once you have identified your most profitable sales process, think about how this integrates with your marketing to attract the clients (Think about your target customer) Decide on the key sales activity that consistently applied in your business for the next 60 days, and concentrate on growth. Ensure that everyone understands what they do and why and the importance of every one of them in reach...
Read more

How To Negotiate Sales & Do Selling

-
Image
  How To Negotiate Sales & Do Selling “ Negotiating is the core point in any sales and it is all about thinking efficiently & Quick with using all experience available … it’s what I believe :) “ Many Deals booming or failing because of negotiating and how both parties negotiate, that’s why every successful businessman/woman need to ensure this essential points : Before the negotiation begins, prepare yourself ; aim to appear dare to do the deal, but not desperate. Clarify your objectives (price, volume …etc.) and how important the deal is to you. Find out what the customer goals  . What features or extras do they value, and what are their priorities — price, service or delivery? Research the customer’s position : how urgently they need your product, what they can afford and what alternatives the competition are offering. Assess the value of your offering to the customer: what benefits it offers, what problems it solves for ...
Read more

Marketing & Sales NOT Marketing VS Sales

-
Image
Marketing & Sales NOT Marketing VS Sales If you are in a big company you probably can find a sales department and Marketing department but if you are not in a big one you can find that the same sales people are doing some of the marketing activities and some times you can find sales people and can’t find a marketing people or marketing activities, So where ever you are you have to know the difference between Sales and Marketing . To understand the both terms, let’s start with basics to know that Sales and selling is simply different than Market and Marketing as follows : When we say Sales we mean to selling which means closing deal or turn prospects to paying clients /customers so you follow prospects and do all cold and worm calls and meetings to reach your goal of turning prospects to paying clients/customers . When we say Market so we mean to know the market and study what is happening with competitors and clients such as knowing about ...
Read more

4 Assumptions & 7 Rules To Write an Effective Business E-Mail

-
Image
  4 Assumptions & 7 Rules To Write an Effective Business E-Mail If you Don’t Know How To Write effective Correspondence, You Defiantly will Fail … Business E-Mails is a real battle that only professionals win it. Assumptions : 1- The recipient (person you are mailing to) potentially gets a lot of email 2- You need something from the recipient and plan on deliver it via email 3- You either do not know the recipient, or she is an acquaintance, or she is a close friend and you’re asking for an unusual request. 4- Our goal is to construct email that: - Will actually be read - Will actually be understood - Will not annoy the receiver Does not take up too much time and have a reply with what you want . Rules : 1- Subject have to a real headline for all mail and represent the main important point of the mail, also it have grab the attention but do not ever but an important subject for non-important mail it will make...
Read more

4 Types Of Clients You Will Sell To

-
Image
4 Types Of Clients You Will Sell To No Sales didn’t wondered at least once about “ What makes Client buy immediately ? “ or “ What is the sentence if I said I will close the Sales ? “ or “ What Clients want to hear to tell me (we have a deal) ? Actually it is not about what you say as much as it is depend on the personality of your client, So it is not about you are professional or talented or not ! The truth is you are dealing with a personalities need to hear or see what the only accept … that’s why we have 4 clients you have to be ready to deal with : 1- The Documents Client : This type cares a bout documents more than any thing , don’t care about your explains or presentation , he need nothing but a clear offer approved to him all details, So don’t waist time and send him the Document needed to get the deal closed … this client is the real test for your offer writing skills . 2- The Listener Client...
Read more