Feedback Form
Home Features Mastermind Videos About Advertise Blog Network Contact
   

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

Featured Ebook


ebook Famous Entrepreneurs - Modern Empire Builders


Featured Ebook

More Evan Carmichael
Have A Suggestion?

Sales Lessons From Starbucks And Dell

Part Nine - Prospecting for More Sales



Part Nine - Prospecting for More Sales
   

Telemarketing

A key part of prospecting is a technique that will help you to build more sales in an ever-effective cost conscious way, and that is by telemarketing. No, I am not suggesting you sit in your office until 8pm each night calling hundreds of prospects, as they do with carpet cleaning or Sillybank Credit Cards. What I am suggesting is a way you can get cleverer at prospecting.

There are six easy steps:

Step One: Sizing Up

Be aware that prospecting is a numbers game. There will only be a small percentage that you are successful with in getting to the next round. But you have to make the phone calls to get the business. Estimate how many calls you are going to make to predetermine your number of appointments. Research has found that if you make twenty calls, you can expect to set up two qualified appointments if your telephone technique is up to scratch.

Step Two: Prepare to Flex

Set up a telephone script that you are comfortable with in the same way that a body builder has a set routine. The prospect needs to know three things that you must have a standard answer for:

1. Who you are
2. Why you are calling
3. What you can do for them.

Step Three: Start to Flex

If the script is in black and white in front of you, you can develop a consistent, successful approach as you become more experienced. Do not be afraid to try new questions (poses) to impress the prospect and improve your overall routine.

Step Four: Hold the Spotlight

Stay on track; do not let your prospect drift all around the place. Remember you are on centre stage, so stay there. Be absolutely courteous and polite and use their name constantly.

Step Five: Titillate the Audience

Concentrate on selling yourself on the telephone. Build up trust and warm the listener to you. Handle objections without too much emotion or drama and maintain a strong but calm act of communication. Be prepared to listen.

Step Six: Win Through to the Next Round

Sell the appointment not the product or service. Telephones are goldmines if you dig in the right places. Most competitors in what ever competition have to win through a few rounds to make it to the finals. You will have to make a lot of telephone calls before winning through to an appointment round.

Using the correct technique requires a great deal of practice and patience. Like any athlete, your telemarketing skills must be built-up and fine-tuned over time.

Continued in Part Ten


Part Nine - Prospecting for More Sales - To learn more about this author, visit Lawrence Atkinson's Website.

Like this article? Share it with your friends
[Get Copyright Permissions] E-Mail | Print | More  


Related Articles Related Articles
Sales Prospecting Techniques
  What is it that makes one sales prospecting technique work like magic and the next not? Is there a secret to developing a sales prospecting technique that consistently delivers a good, steady stream of warm, if not ...
Sales Prospecting
  Sales prospecting is very often a salesman's least favorite part of his work as a salesman. I have found this to be the case about the same number of times I have found that the salesman hasn't had sufficient trai...
Sales Management, Prospecting, and a Sense of Urgency©
  Prospecting is critical for growth and survival of just about every company that sells a product or service. The person most responsible for overall sales team prospecting performance is the Sales Management team. ...
Sales Prospecting is the most important skill©
  All Sales skills are important. The most important is the one we do the poorest. For most of us in sales, that is Prospecting. here is an easy way to change that.
Prospecting it is simple only DOING counts
  Prospecting may be the most important step in the selling process since it allows all the others. Without Prospecting we can't use our selling skils, order entry skills, or service skills, since we won't have anyone...

Related Forum Posts Related Forum Posts
Prime Means of Selling Prime Means of Selling
Attracting Success Attracting Success
Re: Blog entries... how many is too much? Re: Blog entries... how many is too much?
Online Sales and Marketing vs Traditional Online Sales and Marketing vs Traditional
Delegating to Help A Home Business Run Smoother Delegating to Help A Home Business Run Smoother
Re: Online Sales and Marketing vs Traditional Re: Online Sales and Marketing vs Traditional
Practical Sales Advice Practical Sales Advice
Re: Blog entries... how many is too much? Re: Blog entries... how many is too much?

 
About the Author


Lawrence Atkinson
(Visit Lawrence's Website)
Lawrence specialises in sales training and sales coaching, with over 20 years experience as both a trainer and a coach. He has lived and worked in the UK, Europe, the Middle East and more recently the Pacific Islands. He is a Fellow and former Director of the Australian Institute of Training and Development and holds Fellowships with the Australian Institute of Company Directors, the Australian Institute of Management, and the Financial Services Institute of Australasia. He is also a Justice of the Peace. His many experiences in a variety of sales situations present an interesting background for his training and coaching interventions and provide Lawrence with an ability to relate to and train people at all levels, across a variety of cultural and industry settings. This includes, for example, training and coaching business owners and managers, senior relationship managers, business banking managers, financial advisers, retail sales people, electrical sales engineers, accountants in PNG, new Australian exporters, importers and exporters in Fiji, and a video production company in Bahrain! A Rotarian and Paul Harris Fellow, he loves to work with people to see them succeed.
Have A Suggestion?

View Author's Blog
Become An Author

View Author's Video
Become An Author

Free Downloads


Lawrence Atkinson's

Complete
List Of
Sales
Articles

First Name
Last Name
Email
 
If you enjoyed this article, get Lawrence Atkinson's Complete List of Sales Articles For FREE!

More Lawrence Atkinson
Part Seven Prospecting for More Sales
Part Five Prospecting for More Sales
Part Four Prospecting for More Sales
Developing Your Business Plan
Part Ten Prospecting for More Sales
Part Three Prospecting for More Sales
Prospecting for More Sales A TenPart Series
Part Two Prospecting for More Sales
Part Nine Prospecting for More Sales
Sales Lesson 1 Get Noticed
Become An Author