Planning your Telemarketing Opening Line
This can be a current issue, challenge, and concerns they may be facing and you and only you can help then solve that. Always remember that having a good opening to your call is essential. Go to them with something believable without hype or hard sell.
Tell them about a fabulous service that could be of value to their company. Set the stage. Let them know you respect their time to talk with you. Bo bold … Be the first to tell them that. Ask them to help you to understand what's important about their current situation to them so you can recommend the right solution to them.
Keep all your benefits within reach - Close faster Make a few bullets points about the benefits you are offering and why it's a good fit with their organization. Also make a list of companies whom you have worked with in the past, your cost in relation to others (it may not be the cheapest but the benefit of using your products or service is huge and the results it will bring to their organization.)
You're Unique Selling Proposition, testimonials from happy clients showing results they are achieving, after service support they will receive etc.
Preparation is crucial however, having a great presentation; you may still get some questions or objections from your prospect. How you handle them will determine on the amount of research you put in the beginning. You should have an idea of the type of objection your prospect will asks. Below are a few guidelines to successfully handle objections.
Listen to the entire objection; pause before responding; remain calm and refrain from becoming defensive.
Objection over ruled Highlight any objection that would normally be a negative for your prospect. Raise the objection early in your presentation, then answer the objection with a question to be certain you fully understand what's really behind the objection.
Restate the objection seeking agreement from the customer that you understand their concern. Show the prospect why the objection is minor.
Answer the objection clearly and honestly. Don't hype, push or pull. If there is something you are unsure of, be honest, tell the prospect you will get back to them with the answer by (and agree on a time frame.)
To understand what your prospect objection are, first you'll need to work with the prospect to understand what lies beneath the objection. Then recommend a suitable solution that fits with their requirements.
Related Tags: lead generation, leads, telemarketing, cold calling, sales leads, business presentation
Claudine Waskowycz is a veteran telemarketing, tele-sales and cold calling expert, sales trainer, who worked with dozens of organizations to transform their telemarketing lead generation campaign. Be sure to check out our valuable resources, tips and current news. http://www.cchighlights4u.com then hop over to http://www.mysalesconversationguide.com for your cold calling talk guide.
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