Improve Business Telemarketing - 4 Steps

Listen | Listen

To improve business telemarketing sales calls start with the most basic of steps:  get information, establish trust, credibility, and some level of personal connection.  Since this process is completely non-visual, it is strictly a matter of verbal communication between you and the business contact.

Your basic rule of guidance should be to talk less and listen more.

Recent research indicates that the most successful telemarketing salespeople talk about 43% of the time and listen to the business contact the remainder (57%) of the telephone conversation.  They recognize that business contact is the most important party in this conversation.

You should make the business contact the focal point by asking questions, listening, and learning to determine what his/her potential business needs are and whether there is a fit for what your business has to offer.  If the business contact feels that your are actively listening, you will establish personal rapport and credibility.

Ask Directed | Open-Ended Questions

Your telephone conversation with the business contact has an ultimate goal.  This goal might be a new customer, sale, business referral, problem resolution, etc.

The questions that you ask should be the right questions directed toward achieving this goal.  For the most part, they should be open-ended (responses that are not a “yes” or a “no”) so that business contact talks providing information while you actively listen.  For example:

Visualize The Solution

Changing your perspective to that of the business contacts will help you improve business telemarketing sales calls.  Using directed, open-ended relevant questions will help reveal the business contact’s issues, objectives, pain, and potential solutions.

What does business contact desire his/her situation to be like after a potential solution? Your goal is to help the business contact visualize how much better life would be with your solution, and the pain of not solving the problem.

Once the business contact can internalize the solution as being his/her decision, it then becomes a natural process of your helping implement the solution.

Why Different?

The business contact needs to understand what makes your solution (product or service) different and why that matters.  You need to answer the question, “Why will I be better off if I work with you and your company rather than someone else?”

You should anticipate and proactively address this topic with the business prospect:  ” I would like to explain why working with me and my company would be in your best interests…”