Posts Tagged ‘telemarketing tips’

Telesales masterclass – Leicester / Northampton 26th – 27th July 2010

Friday, March 5th, 2010

Telesales masterclass – Leicestershire / Northamptonshire 26th – 27th July 2010.  Dates for the next open course for telesales and telemarketing personnel now set.

2 days to help you be better !

2 days to help you be better !

Our course will cover all the key elements of communication skills and how to structure an effective sales call. We’ll be covering top tips and techniques for dealing with objections, listening skills, questioning skills – what the different questions are, when to use them and how to structure a powerful telephone sales call around good questioning. Add into that an introduction to the 2 stage process for directing the conversation, and a couple of hours on how to structure powerful telesales and telemarketing calls and you have the basic tools to make sure you convert more opportunities that come your way on the phone. Contact us for more details on 01858 461148. You can download a copy of a telesales course schedule directly from the site http://www.tomarket.co.uk/course-schedules.php 

This 2 day course is ideal for anyone in Derby, Nottingham, Coventry, Leicester, Birmingham, Cambridge, Northampton, Kettering, Corby, Wellingborough, Oadby, Market Harborough, Hinckley and Oakham as well as wider parts of Leicestershire, Northamptonshire, West Midlands and East Midlands. Leicestershire 26th - 27th July 2010.

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Posted in communication skills, Forthcoming courses, Overcoming objections, sales development training, Selling advice, telemarketing, telephone techniques | 1 Comment »

Getting past the gatekeeper – 5 top tips

Tuesday, January 19th, 2010

Getting past the gatekeeper – 5 top tips. One of the parts of our interactive training sessions I particularly enjoy is when we brainstorm ideas as a group. This is one of the fun parts of our training work on getting past the gatekeeper, or getting past the receptionist as it often is.

Here are 5 top tips that have come from training groups we’ve run ;

  1. Build in continuity if you’ve spoken to them before “He asked me to call him” or if untrue, instead try “we agreed to speak round about now ……”
  2. Go via another department (accounts or HR for instance) and ask to be transferred. This also often helps get the name.
  3. Ask for them by name : directly, assertively and confidently. You could also simply ask for them by their first name if appropriate.
  4. Use the fear close. Spell out ‘dangers’ of not taking your call. Does depend on the industry you’re in. This can work with compliance industries such as Health & Safety. Not many receptionists will be brave enough to block you in response to lines such as “I just wanted to chat to him about the forthcoming legislation and I’ve got some information for him that will help you stay the right side of the law” will they ?! 
  5. Be prepared to engage the receptionist or PA in conversation. Use their name back to them, and use words like help, advise and suggest. You will be appealing to their ego and sense of power.

There are many m0re of these tips and we are collecting more all the time, but I hope these help you. They certainly help us, and the countless people we work with. The best of luck, and I mean that most sincerely folks !

To Market runs training sessions to include this bane of our lives across the Midlands including Birmingham, Coventry, Leicester, Northampton, Corby, Kettering, Loughborough, Daventry, St Ives, Cambridge and wider parts of the East and West Midlands

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Posted in communication skills, Getting past gatekeepers, Overcoming objections, sales development training, Selling advice, telemarketing, telephone techniques, telesales, Telesales tips | 2 Comments »

Don’t apologise for your sales call

Friday, December 11th, 2009

Don’t apologise for your sales call. What you or your team does is an important job. It was Robert Louis Stevenson who said “everyone lives by selling something.” You should never feel guilty about doing a sales role. I notice from team audits sometimes http://www.tomarket.co.uk/teamaudits.php that telesales or telemarketing staff routinely apologise to the decision maker, but this gets the call off on a submissive foot.

When working with an I.T. software provider recently and carrying out some work to benchmark their team, Nicole said on one call “this is just a brief call.” 

Tips and advice on making telesales calls

Tips and advice on making telesales calls

I don’t particularly like this phrase as it undermines what you are doing. It makes it sound a bit apologetic, and therefore indicates you’re ready for them to say they haven’t got time to talk to you. On one call in particular, when the decision maker wasn’t ready to move forward, she used the phrase ‘no problem at all’ three or four times in quick succession.  To show that we are mentally engaged it is important that we don’t overuse phrases too much.

So be loud, be proud ! If someone doesn’t want to speak to you, that’s fine, but always find out as much as you can about why not. Perhaps another time would be more convenient. In any case the more you can find out the better placed you’ll be. If they don’t want to talk, there is always a reason why. It may be that they don’t have a use for your services or product, but then you want to know that don’t you ?

And whatever you do, don’t ever say “this is a courtesy call !” Or at least not in my earshot anyway. I strongly dislike this phrase ! After all, what IS a courtesy call. An apologetic sales call ? Don’t get me started ………..

We regularly carry out telesales and telemarketing team audits in Leicester, Northampton, Corby, Kettering, Wellingborough, Loughborough, Coventry, Daventry, Birmingham, Cambridge, Milton Keynes, and Rugby and we now have a bank of team audit reports from industries such as vending machine suppliers, beverage systems, fork lift trucks, car leasing, car dealerships, plastics manufacturers, I.T. software developers, local councils, outsourced business services, telemarketing agencies, fire detection systems, industrial manufacturers and many more.

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Posted in communication skills, Independent audit of telemarketing team, sales development training, Selling advice, small business marketing, Telemarketing management, telephone techniques, telesales, Telesales team assessment, telesales team management, Telesales tips | No Comments »