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Digg it UP - Telephone Sales Basics for Start-ups
You've got a big meeting or a major presentation in front of people who can make or break you. You're feeling prepared but still the nerves are rattling you. You walk into the office, where you've never been before, greeted by the receptionist whom you've never seen in your life, and your heart is pounding out of your chest. But you have just minutes before you must be on an
• Reach voice mail 80 times (out of 200)
• Reach a decision maker to make a presentation 20 times (out of 200)
Telemarketing is no longer the stepchild of company’s marketing efforts, in many cases telemarketing has become the focal point for dynamic expansion. As the cost of field sales endeavors continues to rise, more and more firms are using telemarketing to cost effectively increase their business. In 1988, US News and World Reports published a report citing 8 million tele
I challenge you to consider using a metaphor or simile the next time you plan your health presentation. But what exactly is a metaphor?metaphor -- n. figurative use of words in which a word or phrase is used to mean something other than what it usually means. For a presenter who scripts out his or her presentation, metaphors are as important as paint is for an artist.Everyone picks up the telephone to do business. Yet the word “telemarketing” has many negative connotations for people. However, telemarketing is merely a term for conducting business over the telephone. Whenever you pick up the phone at work to make or receive a call you are “a telemarketer”. Over the years telemarketing has evolved into the following applications:
1. Business to Consumer
2. Business to Business
Within these classifications, there are two separate functions: inbound and outbound. Inbound is generally thought of as customer service, and outbound is used for sales or surveys. CSR is telemarketing shorthand for Customer Service Representative. TSR is telemarketing shorthand for Telemarketing Sales Representative.
In order to increase response rate, many firms use a combination of direct mail and telemarketing.
Generally the telemarketing call follows the mail piece. If the client or prospect requires additional information, a follow up first class mail piece, fax or email is sent.
A soft sell works best for long term buyer -seller relationships. Each prospect call begins by letting prospects know the organization might be able to solve problems/fill needs. We then ask a series of questions to determine what their situation is and how the products can best help them. The offer is made and we ask for agreement - also known as the close. Rep’s are expected to overcome objections and show how close a match the products are to the prospect’s needs.
The steps in a sales presentation:
1. Opening
2. Offer
3. Trial Close
4. Objections
5. Close
Most Telemarketing units use a “script”, a written, planned presentation. Actually, all salespeople use planned presentations; but as no one can see the telemarketer, these can be written down. A good script is used as a guideline as opposed to a verbatim speech. The presentation should inject some of the rep’s personality and be flexible enough to personalize each call.
During the course of an “average” day a Telephone Sales Rep will:
• Dial the telephone 200 times
• Reach voice mail 80 times (out of 200)
• Reach a decision maker to make a presentation 20 times (out of 200)
Telemarketing is no longer the stepchild of company’s marketing efforts, in many cases telemarketing has become the focal point for dynamic expansion. As the cost of field sales endeavors continues to rise, more and more firms are using telemarketing to cost effectively increase their business. In 1988, US News and World Reports published a report citing 8 million telem
When helping our clients sell their businesses, we get to witness buyer behavior first hand. The most important behavior is their economic vote – how much they are willing to pay for a business. Many factors go into their assessment of value, but a contractually recurring revenue stream is consistently the number one value driver.Why is this so important? The first answe
In order to increase response rate, many firms use a combination of direct mail and telemarketing.
Generally the telemarketing call follows the mail piece. If the client or prospect requires additional information, a follow up first class mail piece, fax or email is sent.
A soft sell works best for long term buyer -seller relationships. Each prospect call begins by letting prospects know the organization might be able to solve problems/fill needs. We then ask a series of questions to determine what their situation is and how the products can best help them. The offer is made and we ask for agreement - also known as the close. Rep’s are expected to overcome objections and show how close a match the products are to the prospect’s needs.
The steps in a sales presentation:
1. Opening
2. Offer
3. Trial Close
4. Objections
5. Close
Most Telemarketing units use a “script”, a written, planned presentation. Actually, all salespeople use planned presentations; but as no one can see the telemarketer, these can be written down. A good script is used as a guideline as opposed to a verbatim speech. The presentation should inject some of the rep’s personality and be flexible enough to personalize each call.
During the course of an “average” day a Telephone Sales Rep will:
• Dial the telephone 200 times
• Reach voice mail 80 times (out of 200)
• Reach a decision maker to make a presentation 20 times (out of 200)
Telemarketing is no longer the stepchild of company’s marketing efforts, in many cases telemarketing has become the focal point for dynamic expansion. As the cost of field sales endeavors continues to rise, more and more firms are using telemarketing to cost effectively increase their business. In 1988, US News and World Reports published a report citing 8 million tele
The main objective of any presentation is to communicate effectively and efficiently the information, the ideas or plans with the audience. Speaking before an audience and making an effective presentation is an art, which has to be learnt with serious effort.While working in an organization or in business, there may be many occasions for public speaking, where you have t
The steps in a sales presentation:
1. Opening
2. Offer
3. Trial Close
4. Objections
5. Close
Most Telemarketing units use a “script”, a written, planned presentation. Actually, all salespeople use planned presentations; but as no one can see the telemarketer, these can be written down. A good script is used as a guideline as opposed to a verbatim speech. The presentation should inject some of the rep’s personality and be flexible enough to personalize each call.
During the course of an “average” day a Telephone Sales Rep will:
• Dial the telephone 200 times
• Reach voice mail 80 times (out of 200)
• Reach a decision maker to make a presentation 20 times (out of 200)
Telemarketing is no longer the stepchild of company’s marketing efforts, in many cases telemarketing has become the focal point for dynamic expansion. As the cost of field sales endeavors continues to rise, more and more firms are using telemarketing to cost effectively increase their business. In 1988, US News and World Reports published a report citing 8 million tele
Too often corporate boards of directors fear change management because they fear shaking things up, which might make things worse. However when it is time for a change; change management is necessary and often it will be for the better. It would be hard to debate that change management in corporations does cause stress on the executive teams and often, temporary chaos. But th
3. Trial Close
4. Objections
5. Close
Most Telemarketing units use a “script”, a written, planned presentation. Actually, all salespeople use planned presentations; but as no one can see the telemarketer, these can be written down. A good script is used as a guideline as opposed to a verbatim speech. The presentation should inject some of the rep’s personality and be flexible enough to personalize each call.
During the course of an “average” day a Telephone Sales Rep will:
• Dial the telephone 200 times
• Reach voice mail 80 times (out of 200)
• Reach a decision maker to make a presentation 20 times (out of 200)
Telemarketing is no longer the stepchild of company’s marketing efforts, in many cases telemarketing has become the focal point for dynamic expansion. As the cost of field sales endeavors continues to rise, more and more firms are using telemarketing to cost effectively increase their business. In 1988, US News and World Reports published a report citing 8 million tele
"The success combination in business is: Do what you do better... and do more of what you do..." They say, if you don't do it excellently, then don't do it at all. A strong and unique identity to support your business and represent it at all levels, not only attracts customers but also gives your business recognition in the market. A great logo design does more than just repres
• Reach voice mail 80 times (out of 200)
• Reach a decision maker to make a presentation 20 times (out of 200)
Telemarketing is no longer the stepchild of company’s marketing efforts, in many cases telemarketing has become the focal point for dynamic expansion. As the cost of field sales endeavors continues to rise, more and more firms are using telemarketing to cost effectively increase their business. In 1988, US News and World Reports published a report citing 8 million telemarketing jobs by the year 2000. At a time when most telemarketing employment seemed to be part time (targeted for housewives, students and retirees)or hard sell boiler rooms, this number seemed tremendous.
Today when most telemarketing positions, particularly in the business to business arena, are being held by experienced full time professionals, perhaps 8 million just scratches the surface.
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