Telesales Communication Tips

There are many ways in which telemarketers can improve communication.

Those involved in telesales often have only a few seconds to make a good impression to those they are talking to, especially if they are cold calling. It is important to treat the potential customer with respect and professionalism, whilst selling the product or service to them. There are a number of tips for telemarketers to remember when communicating with a potential client.

Listen Carefully

Listen attentively to the customer's requirements. ear image by Connfetti from Fotolia.com

Telesales is as much about listening to the customer as it is about talking to them. Listening to a potential client gives you information about their wants and requirements as well as provides you with a possible angle from which to sell the product or service. Allow the person that you are calling to talk as much as possible, and pay attention to what they say.

Choose Your Words

Speaking in an upbeat tone will grab your client's attention. telesales girl image by Peter Baxter from Fotolia.com

Simply reading a script will not instill confidence in the client and could reduce the possibility of a sale. Vary your talking volume, pitch and speed to match that of the person you are calling; this will help make them feel more comfortable. Choose your words carefully, and phrase all sentences positively whenever you can.

Ask Questions

Ask questions that require a lengthy response. question box image by Pete Linforth from Fotolia.com

When asking a question, use open-ended sentences to provoke a long response from a customer, such as "What are your glazing requirements for the forthcoming year?" This will invite the customer to speak freely about their needs and desires, giving you an opportunity to tailor your pitch to suit their requirements.

Capture Attention Immediately

Offering value for money will lead to happy customers. sultry business lady 3 image by Paul Moore from Fotolia.com

Rather than beginning a call with questions that will provoke a negative response, create an opening statement that captures the attention of the caller and provides them with tantalizing information about the product or service being sold. This will often lead to increased sales. Offer the customer something of value that you think will ignite their interest, rather than attempt to force them into purchasing something that they do not need.

Use Alternative Techniques

Use a fax machine to provide clients with information. Fax/Printer buttons image by Jeffrey Zalesny from Fotolia.com

Although telesales communications are mostly made through phone calls, a salesperson should be able to take advantage of other forms of communication to generate potential leads. Part of the pitch to a potential customer could involve sending them a product sheet or information page via fax or email. This will help the client feel valued by acknowledging the effort that you are making to offer them a service or product.

References

• Leadership Tools: Telemarketing Tips
• Business By Phone: 42 Telesales Tips You Can Use Right Now