Effective telephone sales calls begin with questions, not a script. There is a lot more to telemarketing sales than just picking up a phone and using an auto dialer to connect you to people. Good telemarketing means that a dialog is opened up between the caller and the prospect. There is no better way to establish a dialog with a prospect by asking questions and listening to answers.
Getting past the gatekeeper!
Anyone can learn the secrets that good telemarketers know. These secrets can be taught with the use of effective telemarketing training. It is not an accident that some telemarketers are successful at their jobs, they just know how to establish dialog with prospects by asking questions that require a response that opens up dialog. The first thing anyone needs to do when working in telemarketing sales is to learn the name of the person who they are calling and use it in addressing them. This allows the call to become less of a sales call and more of a friendly, personal call.
Instead of jumping into a sales pitch, the next question the telemarketer should ask is what the prospect thinks about their current services or products they are using. Good telemarketing entails that the telemarketer listen for the response closely.
Effective telephone sales calls then require the caller to ask the prospect how they would like to try the products or services that they are offering. The callers should be prepared to tell the prospect why they would benefit from using these products and services over the ones they are currently using.
Why is a very basic and important question when it comes to effective telemarketing. If a prospect says no, the caller should be prepared to ask them why they are not interested in the products or services and be prepared to counter a response with more positive information.
If a prospect wants time to think it over, an important question to ask is when the caller can return the call. The caller should find a time when it is convenient for the prospect to talk.
Closing the deal is of the utmost importance and it is imperative that the caller ask for the sale at the end of the call. This is the time when the caller asks if they can sign them up for the products or services and is the most crucial part of the call.
Effective telephone sales calls begin and end with communication between the caller and the prospect. All questions should be answered with good telemarketing skills. Telemarketing sales are easy once you know the secrets as to how to establish a effective communication with the prospect.
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