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Silicon Beach Training offer a great telephone sales training.

Telemarketing or any over the phone sale, is obviously different from any other type of sale in as mush as you cannot see your client and they cannot see you. Although many of the same principles apply to over the phone sales as with normal sales there are certain techniques you will need to utilise in order to help you achieve the best results.

Perhaps one of the biggest differences in telemarketing is that on the whole your audience will often have very little time for you and maybe annoyed that you have phoned them. Essentially, if you are a telemarketer, you have interrupted and maybe even inconvenienced your potential buyer. So it is often the case you will have your work cut out for you from the very beginning as your prospect will no doubt be predisposed to saying no even before you have started.

Frist Impressions and Using Your Voice

First impressions are vital. You need to get your point across quickly, clearly and politely, fitting in as many keywords and phrases as possible to get the interest of the customer. Realistically you will have about two or three sentences to grab the customer’s attention before they tell you that they do not want your product, so make sure that you make them count. Don’t be too aggressive or pushy either as this will only put off your customer, instead ask questions and explain how your service or product can help.

In a telephone sale the only tool you have is your voice and it is the only thing that will either lose or gain you a sale. It is what a customer will judge you on, for instance if they feel that you are friendly and trustworthy they are much more likely to listen. With this in mind it is vital that you address the customer in the right tone of voice, finding a balance between friendly and professional. One thing that will help is to relax and talk naturally; studies have shown that although they can’t see you, any negativity in your body language will get passed on in your voice, so bear that in mind.

Preperation and Organisation

As with any sales pitch it is essential to practice before hand, this will help you correct any mistakes and build your confidence. Be prepared for what a customer might ask you or you might give the customer the impression you don’t know what you are talking about. You may learn more about the questions customers may ask as you go along but try and anticipate as many as you can.

Have notes prepared before you start; this is one of the advantages to selling over the phone. Make notes whilst you are talking to your potential buyer to avoid getting lost or irritating them by asking them to repeat details.

Selling over the phone can be a difficult skill, but with the proper preparation and confidence it is a skill that can be mastered.

Similar resources you may like

1. 5 Qualities of a Great Sales Person
2. Networking
3. Sales Presentations.
4. Buyer Resistance and Selling Stalls
5. Proper Preparation: the key to sales.

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Business Skills Resources, buyer, company, course, goods, marketing, pitch, potential buyer, product, sale, sales, seller, services, skill, telephone sales, telesales, training

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This entry was posted by Colin Welch on Friday, April 24th, 2009 at 4:26 pm and is filed under Sales Resources. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.