Telesales is one of the most effective – and immediate – ways of generating new business. But before you pick up the phone, spend a little time thinking about what you are going to say. Here’s some advice from one of our mentors, Susann Akers at Total Recall:
“If you are going to do some telesales, you need some idea of what you are going to say…so you need to have a script. Without a bit of planning, you could end up stuttering…the person on the other end will lose interest (or worse still, patience)… and there goes your sale.
Now, I am sure you have read about telesales companies saying their people use an unscripted conversational approach, but more than likely they are more experienced than you and they will some idea of what they are going to say… so they will have a script, be it written down somewhere, or in their head.
Keep it simple
All you need is a simple structure for each call:
- A beginning (an introduction which needs to be short and to the point)
- A middle (delivering your message and also to the point)
- An end….i.e. What do you want to achieve? Is it an agreement to a meeting, or an email, or is to close a sale?
So before you pick the phone, plan what you are going to say and what you want to achieve. Your calls will become so much more effective and, who knows, you might even begin to enjoy doing them…”