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Ringing True - telemarketing - Brief Article

Date Posted: 2005-10-20

Three easy ways to sell better on the phone

Selling over the phone is never as easy as selling face to face.

But even when you have a large number of calls to make in a small amount of time, the one thing you can do is build rapport.

Rapport is built on good listening skills and the ability to get the customer to talk. (Sometimes, a bit of humor comes in handy, too.) Most telemarketers are so busy following their own scripts, they never hear the customers' needs or desires. However, by following the "D-E-F" formula of telemarketing, you can get prospects to open up--and you'll achieve a more powerful, effective and efficient method of making the sale.

D: It's all in the details. People get calls from vendors all the time. What makes one telemarketer different from all the rest? More often than not, its attention to detail. That attention could be really listening to what the prospect is saying, or it might even be sending a thank-you note after the call.

Ask your prospects "What's the greatest challenge you're facing right now?" Many times, their answers, such as "Finding a more economical way to ship my product," will tell you a great deal about their businesses. Sometimes, you'll get answers that have nothing to do with their businesses, like "Getting rid of my back pain." Whatever the answer, get off the phone and search for a newspaper or magazine article, or even information on the Internet--anything you can find to send with a note that says "Hope this helps. Speak to you soon." After that, you can bet you'll be the one telemarketer they're happy to speak to.


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