Tips for Telesales Success

If you’ve ever been the unlucky recipient of a lame telemarketing sales call, you can be forgiven if you’re not 100% sure that a career in telesales will lead to something great for you.

But for every 20 poorly executed telesales calls that may have interrupted your dinner or favorite television program, maybe one or two calls stood out enough to keep you interested and on the line.

But was it the product’s unique offerings that kept you on the line or the telesales professional’s fine presentation that won you over? Chances are it was a little of both but rest assured it’s the person not the product that keeps a prospect on the line.

Everyone knows how to hang up on a lame telesales caller, but if you are considering a career in telesales, you’ll need to know how to keep your sales prospect on the line. Here are some tips for telesales success:

Respect the Prospect’s Time on the Line…

Remember that the prospect has taken your call at their discretion and may choose at any time to end the call. This means use their time on the line wisely. Here’s how:

• Be courteous and respectful, don’t be overly familiar with first time prospects
• Communicate your message efficiently – don’t ramble, the clock is ticking and soon the phone may be clicking!
• In order to succeed, you must believe in your message -- if you believe, your sincerity will be communicated
• Create telesales scripts to help you stay on message

A Common Misconception: The prospect controls the call.

Yes, it’s true the prospect can hang up at any time but how you hone and use your skills as a telesales professional will determine if he or she stays on the line.

Keep them interested and they will stay on the line.

Telesales Scripts: Keep them Fresh, Friendly and Informative

Good preparation is the key to all successful outcomes and this applies to a career in telesales. Well thought-out telesales scripts go a long way. Here are some guidelines:

• Ask positive questions to which your prospect will naturally answer ‘Yes’.
• Pose open-ended questions that allow your prospect to explain their needs and interests to you.
• Be prepared for all possible negative responses and counter them with new solutions
• Edit and update your telesales scripts regularly to take out what’s not working and try a fresh approach.

A couple more tips for telesales success that may sound goofy but are proven techniques used by voiceover specialists are the following…

• Smile while you talk on the line – your prospect will hear and feel your good vibe
• Look in a mirror while you talk on the phone– nothing like a little eye contact with your favorite prospect

The Telephone is a Powerful Tool

Think of the phone as an extension of yourself, your ability to communicate and your powers of persuasion. Be honest about who you are, and why you are calling. Respect your prospect’s privacy and call at reasonable times. With the advent of caller ID, many people simply will not pick up blocked or private calls. Consider doing business on a phone line that displays your own name or your business name.

Tips for Telesales: The Bottom Line

People only want to do business with individuals who they trust and feel good about. A positive, professional, courteous and friendly approach will win over more customers than any slick sales techniques.