Telemarketing Lead and Mailing Lists information: Practise conversational qualities by actually practicing on the phone by talking to a tape recorder or to a friend. If you're going to do a good amount of telephone marketing, engage in role playing, with you as the customer and a friend or associate as you. Then switch roles. Role-playing gives you a lot of insight into your offering and your message. Repeat this until you are completely satisfied with your presentation.

 

Many telephone solicitations crumble when objections are made. These objections are really opportunities in disguise. Many successful telephone salespeople (and nontelephone salespeople) are able to close sales when handling objections. In fact "close on the objection" is a sales credo for many pro sellers. One way to handle an objection is to rephrase it. By doing so, you may be able to dissipate it. "We're already buying from someone else," says the person at the other end.

 

"Oh, you're completely satisfied with the price, quality, and service you're currently receiving and feel there's no room for improvement?" By rephrasing the objection, You not only defuse it but create an opportunity for yourself. Ask the person about a non-1ob-related subject. Relate as a human being before you relate as a salesperson. You probably have some interests in common. Meet on that common ground if possible. Make no mistake: your pur pose in making the phone call is to find common ground.

 

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As with the standard canvass or sales presentation, think i terns of contact, presentation, and close. Remember, your coi tact should be brief and warm.

 

Depending on what you're using in the area, we mingle and have something that could potentially help you to be happier. Another good way to open is to explain exactly why you calling. "Hello, Mr. Coopersmith, my information shows me th you're driving a 1976 Buick. I'm calling because our company installs new automobile windshields on older cars and we're going to be in your neighborhood during the afternoon of Tuesday, November second."

 

Do so with a couple of personal questions or observations.

 

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