Boost Your Results with a Strong Call Structure | Benefits of Structure for Great Outcomes

Have you got a good strong call structure? When making outbound calls and a volume of them you need to ensure you’ve got a consistent approach. So, having a good strong call structure really works. I know. I use it over 100 times each week. Your structure should be designed to be both robust but also flexible. Remember you’re talking to a human and they will take you off track frequently. So you have to be ready for it and ‘glide’ though it. Your outbound call structure helps you navigate your way through the call more effectively. It also gives you the confidence that you know what you are doing. Consequently you will almost certainly sound more confident too. All of this is important to making effective use of your time.

Scripting?

I acknowledge that the word ‘scripts’ isn’t that popular. This is probably an understatement. But that’s because poor practitioners use them badly. They’re not trained how to use them properly. Their employers simply think that if you give someone a standard set of words to say, the selling job is easier. They’re wrong. It isn’t.

Your call guide or call blueprint is what guides you through your call and ensures you cover the bases. It provides you with an agreed and professional call structure with ‘check points’ along the way. As part of this, a professional telesales or telemarketing agent should first complete their pre-call planning. Ensure that you have clear call objectives, understand what you are selling and why the customer would have a need for the product or service. Furthermore of course, you will be more successful if you have belief in what you’re offering and a positive, sunny attitude!

Key elements

Other ‘check points’ forming part of the blueprint approach include:

Clear introduction – this is designed to spark an initial level of interest. Find out more about our 3 strand intro.
Effective questioning skills – ask probing questions to ensure the conversation goes in the direction you intend. For example, what are their key issues, challenges and goals? Buy our audio product on questioning techniques
Summarise – clarify that you have correctly understood the customer’s situation and needs.
Present a solution – do it in a way which clearly links to the customer’s objectives.
Dealing with objections – they’re an integral part of selling, so be ready for them. You’ve heard them all before anyway. Rehearse your responses. Get advice from colleagues, sales managers etc. Buy our audio product on the basic psychology of dealing with objections.
Get the commitment – closing is a question that is all. Don’t fear it. Getting a commitment could be any one of a number of things. It could be an order of course! But it could also be agreeing to a product demo, a trial, an appointment for one of your field based sales colleagues, or even gathering an e-mail address or finding out who they buy from at the moment. These are all good outcomes. They’re good because they get you closer to the eventual sale.

Sales advice on audio CD

We have a range of sales topics available to listen to on our audio CDs. You can view them in our products shop. As well as the products we have on verbal communication skills we have a range on sales topics. The communication skills set cover a range of everyday topics which can help you with your communication with people in all walks of life, not just at work. There are topics on

The fundamentals of communication – the do’s and don’ts of effective communication
Understanding mixed messages – why the message you send is not the message they receive
Questioning skills – when to use open. When to use closed and a blueprint for developing good questioning topics
Expression, Energy & Emphasis – how just 6 words can tell you more than 40 things about someone
Directing the conversation – how to get to where YOU want

Training courses

The audio range is lifted from material used on our core 2 day masterclass of course. The majority of courses we run are in-house commissioned courses held onsite at your premises. We also run occasional open courses too where you will work alongside people from other industries. These are run at hotel venues with good access and onsite parking. You can find details of forthcoming open courses near the top of the home page. Look in the green banner underneath the image.

The book

There is also now the book available too on selling on the phone. The book titled Using the phone to sell – how to sell more to more people more often is available from good booksellers including Amazon and Waterstones. However if you’d like a personally signed copy you can order one directly through the website.

Are you looking at training?

We can have a chat with you to discuss your situation and your plans. The content mentioned above appears on our 2 day telebusiness course – the art of great telesales. The course is interactive, engaging and dare we say it designed to be fun?! To Market runs training courses across the UK, including Birmingham, Coventry, Solihull, Lichfield, Nottingham, Derby, Leicester, Northampton, Milton Keynes, Bedford, Loughborough, Wellingborough, Corby, Kettering, St. Ives, Cambridge, Peterborough, as well as wider parts of Leicestershire, Northamptonshire and the West Midlands.