Improving Calling Proficiency For Successful Telemarketing

Many people do not have a lot of enthusiasm when it comes to selling or marketing over the phone

. Telemarketing and telesales can be very intimidating and challenging. Even if a company has a remarkable product or service, it can be quite difficult for a telemarketer or teleseller to express how it can be beneficial for the potential customer.

There are several ways or strategies telemarketers can do to be effective in their jobs.

Cold Calling

Cold calling is the most challenging task in the selling process. The prospects being contacted may have no familiarity or previous knowledge of the business at all. Initial impressions are significant. Phone representatives should not overwhelm their prospects with a very long introduction. They should stay calm and conduct their pitches in a manner that can be easily understood by their prospects. Why would they listen to the caller? How can the service or product be of value to them? Address their needs and avoid being forceful.

Understand the customer's feelings

It is very easy to overlook what and how the other person is feeling or thinking. Telemarketers must imagine themselves as the person on the other line. As human beings, we all want our callers to be truthful, courteous, well-informed and to the point. If a person is contacted at work or at dinnertime, it is only natural that he/she wants an apology for being interrupted or be asked to be called at a more opportune time.

Believe in what you are offering

It is vital to be knowledgeable and have trust in the effectiveness of the offer. Customers or prospects will be able to tell if the caller believes in what he/she is saying or merely doing his/her job. Telemarketers must have confidence in the service or product and conduct the call in a way that would make the customers feel they are fortunate to receive the call.

State the advantages

It is vital to keep track what draws the attention of customers. What aspects of the product or service arouse their interests? Captivate the prospect with the advantages in having the product or service. People delight in knowing that they are making smart business decisions. Telemarketers must demonstrate to them why the telephone discussion is absolutely that.

Do not lose that smile

The quality of an individual's voice can be compared to his/her body language. People can identify if the caller is confident, tensed, dishonest, etc. A telemarketer should constantly practice his/her calling voice. He/she should sound natural, and it takes constant practice to speak intelligibly and confidently. Agents should keep smiling even if customers or prospects cannot see them.

Obtain information

Lack of interest is not the be-all and end-all of a cold calling job. It is still important to obtain information from customers even in they are not interested. Companies can use these information to come up with better service or product and improve quality. If customers are patronizing a competitor, telemarketers must ask what it is that they like about the other company's product/service.

Acknowledge customer responses

Ask relevant questions and steer the conversation using the customer's responses as the point of reference. Find out what they want. Try to relate their current business situation to what is being offered. Ask them what their objectives are and which direction their business is going. Emphasize and relate their responses to the proposition.

Make a note

People retain in their minds only about 25% of what they hear, so it is necessary to make a note of the things being discussed. Telemarketers should make sure they fully understand what the customer is saying. In the same way, customers should be able to understand what is being communicated to them.

Telemarketing success depends on having excellent telephone selling/marketing skills. Telemarketers should always have room for improvement and learn new skills to add to their phone-based sales strategies.

by: Anne Geller

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