TEN WAYS TO IMPROVE TELEMARKETING
TEN WAYS TO IMPROVE TELEMARKETING
2. Delete the 'reading from a script' sound.
3. Change tone and pace of voice so it is similar to that of the person you are talking to.
4. Never argue with a customer even when you must defend your position.
5. Ask questions, ask questions, ask questions.
6. Listen to what the customer wants; give them what they want and need rather than being focused on what you have to sell.
7. Have multiple offers available to best serve your customer.
8. Remember you are not in the direct mail business. Don't be taken by the classic put-off, "send me something."
9. Ask for referrals and ask, "What else can I help you with?" Each additional lead and sale is icing on the cake.
10. Preplan the objective of each call; gather information, make an appointment, get the sale, etc.
TEN WAYS TO IMPROVE TELEMARKETING - To learn more about this author, visit Mark Anthony's Website.
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1. Ask "am I catching you at a bad time?"
2. Delete the 'reading from a script' sound.
3. Change tone and pace of voice so it is similar to that of the person you are talking to.
4. Never argue with a customer even when you must defend your position.
5. Ask questions, ask questions, ask questions.
6. Listen to what the customer wants; give them what they want and need rather than being focused on what you have to sell.
7. Have multiple offers available to best serve your customer.
8. Remember you are not in the direct mail business. Don't be taken by the classic put-off, "send me something."
9. Ask for referrals and ask, "What else can I help you with?" Each additional lead and sale is icing on the cake.
10. Preplan the objective of each call; gather information, make an appointment, get the sale, etc.
Written by Mark Anthony
Edited by Brian Clark
Produced by Matthew Levy
TEN WAYS TO IMPROVE TELEMARKETING - To learn more about this author, visit Mark Anthony's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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