Telemarketing is like an art – in addition to developing impressive listening skills, you have to be personable yet assertive, and it's imperative to tap into each individual's thought process to quickly learn what methods of communication will work best to close the deal. The job can get stressful, especially when quotas aren't being met. But with practice, patience, and the right marketing tools under your belt, you shouldn't have to worry about a lack of sales. Here are four tips to practice that will help ensure that you calls turn into closed deals:
Keep a Smile on Your Face
Believe it or not, people can hear your smile and your frown through the phone. Because 84 percent of the message your customers receive over the phone is interpreted through your voice, smiling makes a lot of sense when you're establishing and maintaining a relationship with them. Smiling helps customers to let their guard down so that they're more likely to listen to what you have to say. Smiling can also create a respectful relationship that feels like a friendship, even though you don't know the customer you're talking to in person. And when it comes to closing the deal, who can say no to a friend?
Never Ask "No" Questions
It's important not to get in the habit of asking open-ended questions of customers that they may say no to so they don't get into a "no" mindset. Instead, ask questions in a way that customers have no choice but to say yes. For example, instead of asking whether or not a customer can use a new printer that you're selling you can create a scenario that's irresistible to work with such as "Wouldn't it be nice to save money on printer ink without sacrificing crisp prints?" Getting your customers in the habit of saying yes throughout your conversation will make it easier for them to say yes when it comes time to ask for the sale.
Always Practice Confidence
Confidence is one of the most important keys to success in the sales industry, because without it you can't possibly create rapport and authority with your customers. You want customers to see you as an expert in your niche. This builds trust that creates comfort with customers so they feel good about buying your products.
Confidence can be built by studying the products and services you sell until you know them like the back of your hand. Speaking in a clear and solid tone also exudes confidence that can be heard through the phone. Making sure that you have a clear understanding of how to reply to customer objections and questions also helps to create confidence in your telemarketing role.
Never Let Yourself Hesitate
Hesitation speaks volumes through the phone and can give customers the impression that you don't see value in the products or services you're selling, or that you simply don't know a lot about them. In fact, hesitation has the opposite effect of confidence and can make your customer feel uncomfortable buying anything from you. So it's important to ensure that there aren't any hesitations when you deliver your script, answer questions, and overcome objections.
Knowing the company your work for and the products or services you sell intimately is the only way to ensure that you don't get stuck on the phone without knowing what to say. Going over scripts and objections with coworkers will give you some practice with your delivery so you're on your game when talking to customers.
In addition to practicing these sales techniques with customers on the phone, you can use a mirror at home to get some practice in and hone your skills. Click here for more info on telemarketing jobs and tips.