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Advancing your Telemarketing Skills.
Are
you a telemarketer who gets frustrated because you are not achieving
your goals? Telemarketing is very challenging and involves constant
rejection. A word of caution: Do not take rejection personally.
Having good telemarketing skills is essential to being a good
telemarketer.
When
calling prospects you need to have a positive attitude. If you are
enthusiastic and confident on the telephone then it will come across
in your voice... On the flip side, if you are boring and negative
then you have already failed in attracting new prospects. Excitement
sells and enthusiasms contagious. Turn negative statements given by
the prospect into negative ones.
Before
you actually pick up the telephone to call the prospect, how prepared
are you? Preparation is vital in generating ore leads. If you know
exactly what you are going to say when you call then your
conversation will flow more smoothly and you will be more effective.
Organization is also a vital part in the preparation process. It will
be very helpful to have your leads organize so you know who you will
call next and a time. Also having a thorough knowledge of your
product or service will enable you to answer any question the
prospect ct may have.
Another
great telemarketing skill to develop is mirroring and matching the
prospect. To do this you can ask the prospect a question and pay
close attention to the response. If the tone is louder and the answer
is short phrases then speak louder and keep your sentences short and
you will establish rapport. Of note, is that people will often do
business with someone who they perceive as being 'just like them'.
You can also establish rapport by listening and repeating the words
you prospect uses (positive ones) and also adjusting your rhythm and
rate of speech to theirs.
Other
telemarketing skills to consider and develop include asking
qualifying questions, listening actively and using strategic pauses.
Qualifying questions are used to separate those prospects that meet
specific criteria and will more likely say yes to an offer. The main
advantage is time is not waste n unqualified prospects. Listening
actively enables you to identify many buying signals and understand s
the prospects' needs and concerns.
Finally,
whenever you ask a question or make a comment that is intended to get
the prospect to respond-pause. This is an excellent use of strategic
pausing as it creates effects, emphasis and allows the prospect to
think before making final decision .Without strategic pauses you run
the risk of talking yourself out of the sale.
Using
these techniques and consistently developing your telemarketing
skills will enable you to reach your goals and be more successful.
