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Get rid of that telesales script, do it now or are you a cold hearted answering machine that requests people to press 1 for another team member?

It’s very common that large corporate companies have a script in place to keep the image of the company in check. The problem is the company doesn't realise that the script makes everyone sound dull and robotic, unmotivated individuals who are talking because they have to not because they want to.

Selling is an art, a process of which communication takes place and a transaction occurs at the end, in telesales the best transaction is swapping contact details.

Here are some other amazing ways to better your personal approach:

#1 Prospecting

Don’t just skim your finger across an address book and call people at random. Get down and dirty with some research, this ensures you have a much better chances of reaching someone who is actually interested. Trying to sell a car to someone that has just bought a new house in London is probably a waste of time.

#2 Practice & Then Some

It’s hard as it’s not a sporting event, however practicing to ensure you have a very confident approach is vital, ditching the script also gives you a rush of life into your voice again.

#3 Trustification

It’s generally quite hard to actually sell anything during a cold call as the trust isn't there. The lack of trust means you need to go in strong with a reason why they should trust you, this is where you have to push to arrange a meeting with them, that is the best possible scenario for any cold call.

Have the customers well-being and benefits way ahead of yours, qualifying the customer should be taking place during this call.

#4 What’s your Expectation of Closing

As this is a phone call and rarely do you get a deal at the end you need to reconsider what the term closing means during any call.

A close could be arranging a meeting or getting contact details to someone that is the decision maker, getting involved in a cash transaction is very unlikely so don’t aim too high.

Telesales is something many people find difficult, but all you need to think about it is your solving a problem from the customer that they never knew they had. It’s a sales pitch that can only be heard so using enticing words, the proof in the pudding comes when you are invited for a meeting.

By: John Perrin