30 Minutes to Improve Telesales Techniques (30 Minutes) by Chris De Winter

By Chris De Winter

This concise consultant to a necessary company ability brims with useful suggestion on constructing the fitting method of utilizing the phone to extend promoting effectiveness. quite important to all (tele)sales, name centre and advertising body of workers, it's going to support any one, from newcomer to skilled employee, to get the simplest from each name. Chris de wintry weather, a coaching expert in the telesales and advertising components, comprises Capital financial institution, Castrol Oil, Foden vehicles and HSBC between her consumers. She has additionally written "Selling by means of cellphone" (Kogan web page, 1998).

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Sample text

29 30 Minutes . . To Improve Your Telesales Value for money Let’s face it, we’re all looking for this, whether we are rummaging through jumble at a church sale or buying a new car. Value for money is also reflected in time and how it is used. Time, especially in business, costs. If you are efficient with time it will be recognized. Your time is also valuable. How well you use it will often reflect in results, so money is another measure here. Be positive Being positive will be important to your conversation.

By extending your advice but leaving the door open the prospect may well come back. Better still, arrange to phone them back after an agreed time lapse to review/discuss further. Cold calls Regular clients and incoming calls generate ‘bread and butter’ income. In order to maintain and even expand your market share you need to contact new prospects. This is called ‘cold calling’. Once you’ve decided who to call it is important that you speak to the decision maker. ’ Secretaries – friend or foe? Sometimes you are put through, but often calls are screened.

AIDA You are now ready to achieve your objective. You either want the customer to buy, or arrange a visit, or impart information, or complete a questionnaire, but you can’t force them. You can’t make them do it but you can make them want to do it. That is, you can create the desire in them to act (take the decision). Before you can do this you must generate enough interest in them to create that desire. That is, interest leads to desire, which leads to action. But in the first instance, as you have not been invited to call them and they are not expecting to hear from you, you must initially grab their attention.

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