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Telesales is the art of making a sale over the telephone. You would use telesales when

• you want to introduce clients to a new product or service,
• you want clients to extend the product/service range they already have,
• you know the product/service your clients have are coming up to their use by date.
• you want to find new business
• you want to ascertain the potential of your product or service to a new business segment

Considering that in face to face communication only 7% of information is received through sound, 33% by what is said and the remainder through body language, obviously our enthusiasm and energy will be more compelling than what we are about to say. Here are some tips to help you become more effective

• Speak clearly and not too fast!
• Be enthusiastic and energetic
• Don’t hold on – you could loose your enthusiasm!
• Don’t leave your number for people to call back – they rarely do!
• Be positive
• Sound busy
• Stand up if you are making an important call (this also works if your are being intimidated by a person calling you!)
• Visualise the person you are talking to
• Be decisive. Don’t use words like ‘maybe’ or ‘I’ll try’
• Use gestures if it helps

For making telesales to your clients use the following format:

• Prepare a script.
• Smile.
• Introduce yourself and company.
• Ask if it is a convenient time to talk. If not, find out when!
• Conduct a Needs Analysis – Who, What, Where, Why or How – to ascertain how your product or service will be of benefit to them. E.g. Its no use trying to sell the proverbial ice to Eskimos!
• Match your offer to the needs anaylsis and stress the benefits rather than the features.
• Stress your price in extended price terms.
• Close the sale
• Thank them for their time

Benefits rather than features:

Sell the sizzle not the steak! For example: Does everyone really want grass seed? The answer is no. The customer wants a green lawn! If you are touting the fine quality of your seeds, you are wasting your time. Always speak in terms of how the customer will benefit from using your product/service. \"If your want a green healthy lawn in just 3 weeks then look no further – Otherside Seeds are the seeds for you.\"

Extended Price Terms:

For example: Many security firms advertise their systems for \"as little as a dollar a day\". Of course that adds up to $365 but certainly $1 a day sounds a whole heap better!

The offer:

You may like to include a bargain in your offer – buy this then get this free or buy this and get this as well! The words FREE or DISCOUNT always make people sit up and take notice.

Closing the sale:

85% of sales are lost because the sales person does not ask for the sale. Learn to ask for the sale. To make this critical part of your call – start by asking a ‘test close’ – one that is aimed at finding out the state of the prospects mind – how they feel about your product or service so far. For example:

\"How do you feel about that?\"

\"Is there anything else you’d like to ask me?\"

\"Do you have a date in mind?\"

\"Do you prefer the green one or the blue one?\"