Here are ten steps to improve your sales results
1. Develop a script you feel comfortable with and stick to it.
2. Be sure you are using a pleasant, relaxed tone of voice. This, more than any other factor, will help you make a success out of the first crucial seconds when most calls are won or lost.
3. Identify yourself clearly and briefly, and then continue with your pitch.
4. Get your prospect involved in a discussion; preferably with “yes-answer questions”.
5. Having gained even apparently insignificant response, realise that you’ve opened the door to a positive result. Expand on this initial success. Respond positively, genuinely and with mild enthusiasm. “Oh, good.” “Great.” “That’s good to hear.” Then continue.
6. Use problem and solution statements. “Naturally, you don’t want the value of your home to drop. Can I spend three or four minutes explaining how ABC Decorating Company can be a low cost, effective solution?”
7. Don’t wait or pause, except when you are expecting an answer. Even so, pleasantly and respectfully guide the conversation forward if you have to. Fill the gaps.
8. Although I suggest having a script, rehearse it so thoroughly that you don’t sound as if you’re reading or referring to it.
9. Bring your product or service alive for your prospect. Paint a mental picture wherever you can. Make your prospects imagination work for you.
10. Ask for the order (or to schedule a meeting).
Follow these 10 steps and you can quickly improve and optimise your telemarketing results.