Why is Telesales scary??

Having been in sales for over 15 years, telesales has always been a big part of my role.
Often I see people hide away from telesales, stubbornly refusing to even entertain the idea of lifting up the phone and calling someone out of the blue (cold calling).

But, what is there to be afraid of? Someone who you don't know and may never meet may tell you in no uncertain terms to 'go away'.. Great! You don't lose any time and get right on to the next contact!
Or maybe you feel you are above calling people?? Well I have news for you.. You are not and I am not!

Telesales is a very powerful way of getting in touch with people that normally you would never have the chance to speak to otherwise.

You can also talk to a larger number of people in a day than you can any other way.
So.. Here are just a few tips on how to succeed in telesales:

1. Preparation.
Make sure that you have a database with all the details you need - name, position, telephone number, email address and website address (for research).

2. Dress smart.
Just because the person on the other end of the phone can't see you, your colleagues can and you know if you are dressed for business or not - so dress as if you were going into a business meeting.

3. Stand up.
When you are stood up, your lungs fill fully, your blood circulates properly and your energy levels increase - this helps boost your enthusiasm and will come through in your call.

4. Prepare a script.
You should have a good intro, lots of information that the person you are calling may want to know and also ensure you know what is the goal of your call - aim for it.
Then.. Tear up the script and have a conversation like a human - just remember the main points of the script and ensure you cover them all.

5. Take notes & follow up.
Majority of the people you call you won't reach on your first few attempts. It is crucial you note down who you spoke with, when you left messages and any info you gather such as 'they are on holiday' or 'they are attending an event' use this next time you call and you will instantly drop their barrier and the call will be much much warmer!

Ok, these are just a few tips, I will write another short blog soon on handling objections and getting past 'Gate keepers' (receptionists and PA's etc).

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