Readers of the MeloTel Blog know how much we respect telemarketers. We are constantly giving them credit for being among the hardest working individuals in any industry. At MeloTel, it’s never lost on us that working on the phone can be gruelling. This is especially true for call centre reps whose jobs it is to cold call leads and attempt to make sales on each call. For them, overcoming objections needs to be a top talent.
Imagine hearing the word “no” all day long. It’s not fun. This is why the strongest of telemarketers have thick skin. To be more specific, they have the ability to deal with rejection, learn from their mistakes and move forward with confidence. It’s the only real way to be a successful salesperson over the phone.
That, and the taking of a few steps that will help to generate sales on first-time calls to new leads. Here are five:
Step #1: Mentally preparing for your worst-case scenario.
As we alluded to earlier, all telemarketers have faced their fair share of rejections. This is why it’s important to be prepared to overcome an objection before each call is even made. When you put yourself in a positive mindset, you’ll not only sound more pleasant on the phone – an integral part of building rapport with new leads – you’ll be ready when faced with questions or outright rejections to what you’re offering.
Step #2: Making nice with gatekeepers.
You’re not always going to get the business owner on the phone when you call his/her business. In fact, in most cases, you’re bound to get a “gatekeeper”. This is the secretary, receptionist, manager or any other individual, other than the owner, that may be answering the phone. Make nice. Become their friend. This will present you with much greater chances of getting the business owner on the phone, even if it takes a number of tries.
Step #3: Being full of honest enthusiasm.
Why would a lead be interested in what you’re selling if you don’t sound all that interesting? It’s important to truly believe in your products and services. That way, you’ll be able to easily list their benefits. Remember that selling over the phone requires the building of trust between yourself and a person you’ve never met face-to-face. That person needs to be able to get a genuine vibe from you. When you’re honest and enthusiastic about what you’re selling, it will help you to gain trust. This is a key to being a good salesperson over the phone.
Step #4: Being prepared to listen.
Remember, it’s not all about you. In fact, it isn’t about you at all! It’s not even about your products and services. It’s about your customers. Listen to what they have to say. Pay close attention and figure out what it is that really makes them tick. That way, you’ll be able to discuss what you have to offer in direct relation to how it can solve your customers’ problems. Make it so that your leads feel that you’re only interested in what benefits them. This is how you should feel anyway! It’s the best way to prove the great value of your products and services.
Step #5: Making use of state-of-the-art cloud-hosted phone services.
This is where MeloTel comes in! For information about our VoIP-based Commercial Phone Services and how they can help improve your sales numbers, please don’t hesitate to contact us at 1-888-MELOTEL or use the Live Chat feature on our website!