Telesales is a tough job. No one denies that. You have to be good at taking regular rejection, you have to be ready to “pitch” the second someone picks up the phone, and you never know what you are going to get on the other end of the line. While it’s hard to control the other end of the line, good telesales professionals are taking advantage of the new digital and social economy to ensure they are in charge of their own destiny.
Below are a few tips to help today’s telesales professional elevate their game.
• The dog ate your homework doesn’t work anymore – With access to the web, telesales professionals have more information readily available at any moment. So do your research before you pick up the phone. Understand their business, their competitors, and their market and craft your value proposition to match their specific needs.
• Ask, Don’t Tell – we’ve all been on the other end of a call when the telesales guy starts spewing at you before you even fully understand who they are. We all dislike it. Do not call lists exist because so many people don’t like it. So instead of having a lead generation approach that is just pitching, engage in the conversation, try and find the common ground, ask questions and most importantly LISTEN.
• Take advantage of your many points of access – with the explosion of social networks its much easier to “see” who you are calling. The best part is you have access to this information for FREE. If you only have time for 2 social outings be sure to use LinkedIn and Twitter. They are easiest to find a “connection”. Linkedin – are you connected? Are you in any of the same groups? Twitter – search.twitter.com, use it to search for people, companies, trends, etc.
• It’s gotten noisy out there – social network updates, 10-100 emails coming in a day, mobile phone ringing non-stop, immediate access to personal life online – all of which are pulling for attention. Today, you must figure out a way to stand out in the crowd. Be smart, be different, be kind, be professional and be knowledgeable.
While the world we work in has dramatically changed over the last 5-10 years what hasn’t changed is that people still buy based on need and value. Telesales professionals must continue to understand buyer’s problems, pains, wants and needs, and then match the results of their offering. That part remains the same, its how you now communicate that message that enables you to stand out in the crowd.
At Invenio Solutions®, we have highly trained telesales professionals that focus on having thoughtful, personal conversations and growing relationships on each call. The results are highly effective!
If you have other tips please let us know.