Telemarketing Services - The Purpose of Telemarketing Opening Dialogue
We are a full service communication provider and we're offering clients a very special promotion on our satellite television services. If you sign up with us today you can receive our full service for just $25.00 a month for the first three months. What's more you won't be charged a sign up fee.
Now before you say 'no' I'd like to take a moment to remind you about all the great features of our service…" He went on and on and on and didn't give me the opportunity to say a single word. Finally, he took a breath and I was able to decline the offer.
Jim of XYZ Company (the names are changed to protect the guilty!) shares a misconception among many telemarketing services professionals about the purpose of the opening dialogue.
This article is going to talk about what that opening dialogue is for. Note that it doesn't matter if you are working for individual sales leads or business sales leads, this truth remains the same.
Telemarketing services opening dialogue? Many people assume the opening dialogue should be like a Gatling gun: firing off all your bullets at once in the hopes that one or two will hit the target. It's ineffective and, like Jim's opening dialogue, almost comical! It gives the impression that the telemarketing "professional" doesn't care about the sales leads' time.
Why is it like this? It's because many people feel that they have a bunch of things they need to say and they're expecting their sales leads to say "no".
So, you're asking me, if that's not the case, what is the purpose?
Telemarketing requires patience and should be aimed at opening a dialog, not just making a quick sale. The aim is to generate interest; to whet the appetite; create interest; and to develop a little intrigue. Ultimately, the purpose of your opening dialogue is NOT to try and sell the product. The purpose of the opening dialogue is to get the customer to say three simple words: "Tell me more".
So when you are faced with outbound telemarketing - a list of business sales leads numbers to dial, and you're just getting ready by crafting the opening dialogue, what do you put at the beginning? The answer is simple: just enough to have them say to you, "Tell me more."
Here are some examples that Jim could have used on me:
•"Did you know that you're not getting all the channels you could be getting?"
•"Did you know that you're paying too much for television?"
•"Did you know that the average home pays $3 per channel per month. I can show you how to pay half of that."
Inbound and outbound telemarketing services could be one of the most profitable ways to increase your sales leads.
Whether you're dealing with housewives or mechanics, students or CEOs, personal sales leads or business sales leads, you only want to accomplish one task with your opening dialogue: get them to say three little words to you… "Tell me more."
Related Tags: training, lead generation, communication, telemarketing, cold calling, presentation, business leads
Claudine Waskowycz is a veteran telemarketing, telesales and cold calling expert, sales trainer, who worked with dozens of organisations to transform their business and sales. She is also the author of, The Cold Calling Game … is Up and My Sales Conversation Guide. Visit http://www.cchighlights4u.com
Benefit form dozens of Articles updated on regular bases on presentation skills, customer service, sales, marketing, motivation, inspiration, communication, success, meetings, associations, business, and more. Visit http://www.cchighlights4u.com
Your Article Search Directory : Find in ArticlesRecent articles in this category:
- Interpersonal Skills:How to Use Sales Psychology to Create Longer - Lasting Sales-Winning Relationsh
A participant in one of my recent seminars asked me, "Can I rearrange my client's office during a sa - The Sales Apprentice- Sales Training Tips From The Hit TV Show, Part V
"Now 11 remain to fight for the chance to become the Apprentice." So began this week's episode of th - Tools for Success, Surveying Your Customers
Master salespeople are always looking for a performance edge. One of the tools that they employ is s - Better Ways to Close Deals
Wrapping up the Sales ProcessHow many closes do you know? Just about every sales course puts the em - Why the Bottom Line Isn't
Recently, I've been coaching a number of clients who work in highly competitive industries. It's not - When To Get The Hell Out Of Dodge Part I
Sales professionals waste time with prospects who are not going to buy. If you have worked in the f - Focus on your most important investment - your time
No matter how wealthy, talented or successful we become, time is the one thing we can never get enou - The Stuff Of Sales Dreams - Selling Through Tenacity and Relationships can Make Your Dreams Come Tru
When was the last time you actually made all the calls and contacts you had to make in order to get - Identifying Influence (The Seven Strands)
IntroductionInfluence is intangible. You cannot see it at work, yet it is all pervasive in any corpo - Sales Results, Are You Lagging Behind Your Peers?
Over years of sales management and sales training, I often heard salespeople say something like, "I'
Most viewed articles in this category:
- Don't Make Your Prospects "Wrong" When Handling Objections In Medical Selling
Handling objections. When we are giving a sales presentation to one of our healthcare customers a - The Three Most Important Lessons You Will Ever Learn In Training
When I commenced my training career in 1980 (with a major manufacturing, distribution and retail tir - What is Persuasion?
Many people often ask me what my definition for persuasion is.So let me give you a rough guide of wh - An Elevator Speech - an Indispensable Tool for Self Promotion
Spadework for Your Elevator SpeechAn elevator speech is an indispensable tool for promoting your wor - You Want to Sell as a Career, but What Do You Sell and Why?
Many individuals decide that a selling career is right for them. They recognize the wonderful benefi - Who is Costing You Money?
My wife and I recently needed to renew our mortgage for another term. The last time our mortgage was - How to Double Your Sales Appointments in Half the Time; Part 4
In Part 3, How To Double your Sales Appointments in Half the Time, we reviewed and remedied the firs - The Ultimate Sales Training Tip
Well - I just got back from delivering two sales training programs.Both groups were loaded with tale - The Sales Theory of Relativity: ABC = Always Be Closing!
Albert Einstein's famous "Theory of Relativity" (e = mc2) is as familiar to many millions of people - How to Double Your Sales Appointments in Half the Time; Part 3
In Part 2 we discussed how to determine if a sales action is a critical sales performance competency