Business Tip of the Month: Telesales

How do you find business today?
Would you consider what you are doing selling?
Hands Up who doesn’t like cold calling or has never done it!

hands up omni local

People generally hate a cold call – Giving and receiving!

There is a misconception that cold calling or telesales has some kind of sleazy image.
People hate rejection – but it happens… people make it too personal towards themselves… nobody likes getting called out of the blue and being sold to.
Not only that, but there has been a lot of bad reputation built on the back of PPI – Accidents etc!
Its not liked, mainly because your telesales are really about interrupting someone’s pattern in their day!

I have built several businesses on the back of telesales….it’s the cheapest and quickest way to find sales and inject cash into ANY business…….What I hope I can show you here is that it doesn’t have to be cold, doesn’t have to be sleazy and hopefully I can give you the confidence to make SALES calls…..

SO, even if you have never does telesales before, or if you are an established telesales professional – this blog is set up to help everyone!

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5 Simple Lessons
1. What guarantees rejection? – WHEN IT’S ALL ABOUT YOU.
Within the first 20 seconds you need to make sure you get more time!

NEVER TALK ABOUT YOU! OR YOUR PRODUCTS!
Imagine you are in a bar. You have just been introduced to a friend of a friend……and then he or she starts the conversation like this – (and we have all met one of these people!)
Hi My name is Martin, I drive a Ferrari, I own a big house, earn lots of money and have such an amazing life! I don’t need anything or anyone…….blah blah blah……oh and last year we went of several holidays…..dont you just like my life?”

I can guarantee you may be saying to yourself, ‘what an ass….how do I get away from this person ASAP?’
This is because we are only interested in people that are interested in us! Martin is only interested in himself! Can you see how that works?
If not, our fight or flight instinct kicks in because we want to prevent ourselves from being bored to death or even outshone.

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So why would YOU do this to someone you have never met?
It’s typical for someone on the end of the phone selling to you to say, “Is that Mr Smith?
- Before you can even reply, they bust into a script — We are XYZILLION CO, we sell the best widgets in the world! We offer the best service, the lowest cost and we are much better than our competitors! I want to come and see you and show you why we are the best!
Can I come and waste even more of your time?”

How do you feel when you hear this…Hang Up – How do I get rid of the caller?
SO DON’T BE ME FOCUSED.
If you do, you will find a lead sometime, but it will beat you up and the time versus results will diminish your confidence with rejections and no sales coming in.

2. Understand why you are calling
- Do you want to set up an appointment?
- Do you want to send them something?

3. Telesales should not be a numbers game
QUALITY MATTERS!
If you had a pay as you go phone, and you only had £2.70 to make calls….. each call costs you 15p….. and you have a list of 100 people you would like to call. Which of these 100 would you try and call before your money ran out? Having this focus actually helps you decide who is important to call. Who would you more than likely get a result from, and who helps you prioritise your SALES calls…….the easy way to do this is – Where is the money in this call list?

THIS IS ALL ABOUT TARGETING WHO YOU WANT TO SPEAK TO……
But also – Do some homework about the person you are going to call!

  • You may have met them at an Omni Local Business Networking Meeting
  • They may have been a referral
  • Look at press releases
  • They may be advertising online or in a magazine like Omni Local – etc
  • Get to know something about them so you can have a human conversation…….
  • Once you understand these processes then you can focus on a script!

4. Three solid parts of any telesales script
WHAT YOU SAY IN THE FIRST 20 Seconds counts!
YOU NEED A SCRIPT!

Script writing omni local

 

 

 

 

 

 
Having a script might seem repetitive and boring, but it will help you keep on track.
Stopping someone engaging their fight or flight mode in 20sec is difficult! But if you don’t, 99 out of 100 calls will fail.
Having a great script might not come easy or you may not get it right the first time, but if you have one, you can improve with each call made. Once you have one….YOU MUST KNOW IT BY HEART and not read it when you are calling…..

Reading a script will make you sound like you don’t care, or come across as just another telesales call. On top of this, you may lose your place in the script and find it hard to get back into the flow! Record the objections and build this as your secondary script.

BUT YOU DEFINITELY NEED A SCRIPT!
3 things needed without fail:
1. Who are YOU
2. Why are you calling
3. WHAT’S IN IT FOR THEM! Or (WIIFM)

But remember -
Put yourself in their world when you think about what you are going to say!
Of course you need to know who you are calling…
BUT YOU NEED TO TALK ABOUT THEM – Your research will give you a reason as to why you are calling.
What has worked extremely well for me is – “Hi XYZ”, or if it’s a company, just lead in with –
“Hi, my name is John, have I caught you at a bad time?”
You will get:
Yes – “Sorry, I’ll call back, when would be much better?“
No – “Great…….”
Yes, but… – This means they are interested, or may be open to listening… you would state, “I saw your XYZ moment…” and ask if there is a better time to call.

EG> “I saw your advert in the local Gazette. How is it going for you?”
EG> “I saw your friend Geoff at a networking meeting last week, he suggested I give you a call, he thinks we could work well together, could you tell me more about your business or what it is you guys do?”
EG> “Congratulations I saw you raised £2000 for charity!”

I really try hard not to give away who I am until I have got their tone or have a few words first. This helps you keep your train of thought, which belongs to them – This is who am I talking to…this is a great way to get past the first 20 seconds.

But if asked, I would say, I am John from XYZ and I was really interested to know more about YOU (keep this short and sweet)! Don’t go into ANY detail, turn the conversation back to them and don’t be tempted to sell or say why you are calling.

Once you are comfortable about the conversation you can then talk about yourself! – BUT KEEP IT BRIEF… Ask questions as you go!
This is what you would then say:
“I am calling because I have recently helped save companies like XYZ save around 40% on XYZ services (Or raised extra money, ETC).
Business at your level of time/money is precious, so I’d like to keep this brief. I am keen to see IFI can help YOU!
I have seen your website, and it has left me with a couple of questions, could you just help me with a couple things? If I can’t help, then no worries…..but even still, I’ll keep your details and pass on to anyone I know who may be interested in what you do.

Then once you have this permission, you have more time to get to their pains, understand buying triggers and you can take passive control.
The more conversation the better…..it will build trust
Once you feel you are certain to get what you are looking for, set up a meeting by expressing that you are sure you can help them and you are keen to work together, or send them your material. Make sure you agreed an exact time to call back.

This approach works because:

  • I have not actually said what I do
  • It’s not about ME ME ME
  • It shows I have done some research and I am taking them into account….not just a cold call
  • It has stated a benefit
  • It has said that you have other companies in their sector
  • It has pointed out a common pain – time/money
  • It’s asking permission to take more of their time – engaging
  • Using the word IF at the end creates intrigue – You are not trying to close a sale, you are seeing if you can help! ….and you are offering referrals!
  • If you ask the right questions, you will get to know what their issues are….what pains you can solve and you will get to know the words the person uses. This would be a whole other topic……

NEVER SAY:
“WE are the best in market“
“I WANT to show you how”
“I NEED you to see”
“Let me TEACH YOU”
Or anything like this…..it’s all to forceful and its about YOU and YOUR control.

DON’T ALSO USE JARGON – Don’t say things like:
“Cutting Edge Technology”
“Forefront of the future”
“Infrastructure”
“Mind Blowing”
All of these are too cheesy!

NEVER ASK CLOSED QUESTIONS!
YES/NO is too risky! There is a chance of a NO which is about 85%. Unless you are certain you will get a YES…..Like “Is your name Steve?”

5. Rejection ????
– Even after you have gone through this you may still get someone who says no…that’s fine, but at least you made the call.
If you are absolutely convinced that you or your services genuinely offer help to others, then you are more than 90% there, and you are merely asking them to show you how.

Omni Business Tip Phone

 

 

 

 

 


THE FINAL TIPS…..
SCHEDULE TIME TO DO THIS. IF YOU DO YOUR ACCOUNTS ON THE LAST DAY, THEN MAKING CALLS SHOULD HAVE THE SAME IMPORTANCE!
KEEP A RECORD – Results, Objections, Number of Calls, Targets etc – helps improve!
Remember why you called…do you want an appointment or to send them a brochure in the post?

DON’T BE TOO PUSHY!
NEVER DEBATE – Even if you are right, you will lose!
DON’T MAKE IT COMPLICATED!
NEVER ACCEPT ANYONE WHO GIVES YOU ABUSE…..HANG UP MOVE ON TO SOMEONE ELSE YOU CAN HELP!

For more advice on telesales, get in touch with me directly at sales.omnilocal@gmail.com.

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