Some Sales tips for telemarketers

A healthy telemarketing session for all of us ! Read through the questions and pick the response that
most closely describes your feelings, or the way you'd act in that situation. The answers would follow:

Questions

1. Regarding my telephone voice and rate of speech, I should,
a) mirror and exactly match the other person's rate and tone.
b) adopt a radio announcer-like voice and delivery.
c) use my normal rate and tone, adjusted slightly closer to that of the other person.


2. After making a sales point by phone and encountering silence, I should,
a) remain silent until they speak, because the first one to talk, loses.
b) jump in and continue pitching more benefits.
c) pause a second or two longer, and then ask, "What are your thoughts on that?"


3. When a screener asks, "What's this in reference to?", I should,
a) answer with a persuasive message that mentions the potential value I might be able to deliver to the boss.
b) insist that "It's a business matter, will you please tell him I'm on hold?"
c) avoid giving any information at all, and say I'll call back later. The screener can't buy from me.


4. When setting appointments(Walkthroughs in our case) by phone, I should,
a) introduce myself, and my company, and use the "alternate-choice" close to set a time and date, all within the first 15-20 seconds.
b) introduce myself, ask if I could send literature, and ask if I could call back in about a week.
c) get them interested, qualify them, and take the sales conversation as far as possible by phone before asking for the appointment.


5. Regarding asking someone for his time at the beginning of a prospecting call I should,
a) identify myself, then immediately say, "Do you have a few minutes to talk?"
b) never mention time.
c) identify myself, present a potential benefit, then say, ". . . and if I've caught you at a good time I'd like to ask a few questions . . ."


6. After sending out literature or an email and attachment to a prospect, I should,
a) call back in five days.
b) wait for them to call me.
c) ask them by when they will have had a chance to review the material, and schedule the call back then.

7. The phone
a) isn't effective when selling tangible products, since customers need to see the product.
b) isn't effective when selling intangible services, since customers need to see me explain it.
c) can be-and is-used to sell and/or service customers buying virtually anything.



Answers

1. c) Adjust your tempo and tone slightly in the direction of the other person’s. If you try to make a drastic change, you’ll force
an insincere, phony impression.

2. c) Only by getting them talking will you get a precise reading on their reaction to your point. Silence can be positive
or negative. Find out for sure with a question. If their mood is negative, "pitching benefits" will only build on that negativity.

3. a) The screener determines who is worthy of taking the boss’ time, and who will just waste it. You therefore need
to communicate the potential value you could deliver, and tack on the contingency that, "...and to determine if this is
something he’d want to take a look at, I’d like to ask him a few questions."

4. c) Close for an appointment before they see a reason to meet you, and you create resistance. And if you
think you can only go as far on the first call as the introduction, you’ve created a false, self-limitation.
Take them as far as you can by phone, and you’ll save time, disqualify prospects by phone instead of
with a costly face-to-face call, and when you do visit them, spend more time with hot, interested, pre-sold
prospects.

5. c) Asking for their time when they see no reason to comply isn’t a high-percentage play. But, show
no respect for their time, and you might annoy them. The safe bet is get them interested, and
use the implied-consent phrase, "if I’ve caught you at a good time..." They’ll let you know if they’re
busy, but still will want to talk to you later.

6. c) Tie the timing of your callback to their performance of some action, and let them tell
you when that will be. Therefore, they agree to look at the material, and set a call back time
all in the same sentence!(Call Back time and purpose)

7. c) Many salespeople waste far too much time behind a steering wheel, in airplanes, in lobbies,
and in front of people (albeit briefly) who would rather not see them. Rid yourself of excuses about why you
don’t use the phone more, and think of HOW you could use it to increase your sales effectiveness, efficiency,
and income.