Tele-slales Consultancy

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mattbowden

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Hi thought this might be of some use, I can try to help if you need it.

Tele-sales offline advertisings, old fashioned out of date and belongs in the previous century .... forget that.
Tele-sales will help unlock clients you never would have gained through emailing.
To me its a tool that has helped me earn for the last fifteen years. Done correctly you will see your client base build quickly and your income rise considerably quicker than email or internet marketing.
It has the potential to sky rocket.

Who am I, how am I qualified to help.

I have been in tele- sales and sales for the last 15 years. I have sold everything you can mention from giftwrap by the container load to advertising space. I have worked for some of the largest uk companies in the uk.

There are many myths that need to be dispelled in telesales.
1. people do not like to talk to you on the telephone.
A.) it depends how you approach them, and its all a numbers game anyway.

2. You have to be a natrual born sales man in order to sell.
A) Bullshit if you can pick up a phone and speak you are able to do telesales
in fact the best way to build confidence is to make as many phone calls
as possible.

So what I am I offering And How Much Is It Going To Cost Me

Nothing I have been on this forum for two years everyone seems to have their
own area of expertise this is I hope mine. Sweet Fa

Please ask I will help if I can I have had a lot of experience.

Just to let you know I dont plan to sell an e-book or any software I am here to try and help.:)
 
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setting up my first call and getting passed the secatary

the first major problem with tele-sales the secatary. I would hate to think how many times I have been stopped, blocked told to send literature or email my details.
Over coming the secatary

No need to get annoyed, no need to argue you are a pro so show it on the phone.
Never send data, literature, always leave a phone number but never expect to get a call
back it doesnt work that way. Do not slow yourself down by sending literature, emailing someone you have never spoken to it. Do not pitch the sec, the way I have always looked at it. The best sales person for your product is you and nobody else.

How do we over come the sec

There are several ways
Phone calls make sure you make a healthy amount of phone calls every day
Make sure in your planning for the day you have one to two hours set up for new business it will be the life blood of your company.
How do this overcome the problem
Telesales is a numbers game the more calls you make the more chance you have of getting something out of it.

2. when asked to send literature ask for a contact name.
I never send literature its a fob off a way of getting you off the phone, the same way that they sometimes forward your call to an answer phone. Ask for an address and a contact name take the contact name down and call back in a few days and ask to speak to the contact its a simple ploy that has got me through to the decsion maker over the years and made me thousands.

3. Rotate the times of your call - try just before lunch or just before they close you will be suprised how many times this works.

hope that helps
 
what do you consider to be the bible of tele marketing ?

Also what crm would you suggest a small operation use?
 
Interms of following or reading training books can only take you so far.
If anything I would say the best way to gain confidence in tele sales is get on the phone which I will be talking about over the next few days.

I think you can read as much as you want on the subject but until you pick up the phone you will not get the experience. From my point of view its something I force myself to do everyday. I am not a natural salesman yet I have worked with people who could easily out sell me yet I out sell them or used to when I worked with other people. At the end of the day you only get what you put into it. A regular schedule of new calls, follow ups and contact with clients can and will only lead to eventual business. Law of averages alone you will speak to someone interested in what you have to say.
This forum is all about internet advertising. I think this is a massive weapon to get the business that you are missing out on by not contacting clients direct.

Tomorrow I want to talk about scripts or lack of them, how to structure a call.

In terms of training personally I have had quite a few training courses in the past. A good way to start is a one day course. Selling over the telephone is not scary or rocket science. There are some people who will tell you that you cant sell certain products or services etc over the phone this is false I have sold just about every product over the phone from container loads of giftwrap to adhesive phone its all to do with confidence, the right positive approach.
New leads and servicing exisiting Clients.

If you can grasp the basics get your confidence you may never have to leave the office I dont. I sell on everyday without ever meeting clients face to face

I use a monthly call package from skype so call costs are kept to a minimum.
I have cordless skype phone. For my fax if I ever need it I use pamfax so office costs are kept to a minimum.
 
To be honest once you get started you will find your own approach. Its better that you do as it will be geared towards your own personality.
What makes a real sales person - personality you wont find that in a book its something you own
 
My approach is simple the harder the you make the pitch the more difficult it is to keep their attention short snappy power points. List your objectives before you even write the script (which I never stick to) the script is a guide. Its all about talking
 
Experience and repetition is the "Bible" of telemarketing. Personally, I know what I know after having taken and made hundreds of thousands of calls, having been trained by top sharks and working next to superstars in the industry. I can tell you that what worked last year will not work this year with the same conversion rate. You also have to know your market, your product/service and your customer. The more training you can provide the better your results will be. There is a direct correlation between product/service kowledge and confidence which translates into sales.

Smiling and dialing is not the same as smashing the phones and making a killing every day like clockwork. From a sales point of view there are so many variables beyond my control that can affect my sales. You have to consider what is required for the sale to be counted. Ask yourself, what are the metrics specific to the account that need to be measured?

I got into telesales because I got tired of staying up late bartending. I got into marketing because you need to understand how all of the pieces fit together to reach that sweet spot of success: customer service, tech support, retention team, account reps, collections, etc...

I love being on the phones. Despite being awesome at what I do, I have had my fair share of frustrations, as anyone that has been on the phones knows. The difference between the sales champions and those that just try is that winners are persistent and keep a positive attitude. Sounds easy, but it is a mental challenge that cracks many.

The best suggestion I can give you is to be yourself and be likeable. People buy from people they like.

In regards to the CRM there are services out there that range from cheap to super expensive. You need to evaluate how your business model and sales process are structured. To start out you can use excel to manage up to 500 contacts easily, then you can use access to make your own inhouse crm that can easily manage over 5,000 contacts. When you grow past that you can use a sharepoint server to scale it up, and after that you will want to develop your own crm enterprise solution. The budget CRM services online are not worth the money even if it is just a few $$$ a month. I found them to be too generic, one size fits all.

Cheers, I wish you the best.
 
edvelez502 said:
Experience and repetition is the "Bible" of telemarketing. Personally, I know what I know after having taken and made hundreds of thousands of calls, having been trained by top sharks and working next to superstars in the industry. I can tell you that what worked last year will not work this year with the same conversion rate. You also have to know your market, your product/service and your customer. The more training you can provide the better your results will be. There is a direct correlation between product/service kowledge and confidence which translates into sales.

Smiling and dialing is not the same as smashing the phones and making a killing every day like clockwork. From a sales point of view there are so many variables beyond my control that can affect my sales. You have to consider what is required for the sale to be counted. Ask yourself, what are the metrics specific to the account that need to be measured?

I got into telesales because I got tired of staying up late bartending. I got into marketing because you need to understand how all of the pieces fit together to reach that sweet spot of success: customer service, tech support, retention team, account reps, collections, etc...

I love being on the phones. Despite being awesome at what I do, I have had my fair share of frustrations, as anyone that has been on the phones knows. The difference between the sales champions and those that just try is that winners are persistent and keep a positive attitude. Sounds easy, but it is a mental challenge that cracks many.

The best suggestion I can give you is to be yourself and be likeable. People buy from people they like.

In regards to the CRM there are services out there that range from cheap to super expensive. You need to evaluate how your business model and sales process are structured. To start out you can use excel to manage up to 500 contacts easily, then you can use access to make your own inhouse crm that can easily manage over 5,000 contacts. When you grow past that you can use a sharepoint server to scale it up, and after that you will want to develop your own crm enterprise solution. The budget CRM services online are not worth the money even if it is just a few $$$ a month. I found them to be too generic, one size fits all.

Cheers, I wish you the best.
Click to expand...

Dude, don't bump old threads or is it just to promote your site.
http://telephonesalespro.wordpress.com/
At least pay for a domain too.
 
How shameless of me to do that right. But, that's just the way we marketers are.

I will call out the two previous useless comments from Trepanated and W130SN as part of the BHW pay patrol.

Let's keep this professional, as the two previous comments have haded no value to this thread. This type of low balling tactic by the BHW people to try to get you to pay is the reason people like me that have great stuff to share no longer do it here.

If I have a specific domain, it's because I want it that way. I will bump old threads when I am adding value.

You two should worry about collaborating in constructive ways. If you have nothing of value to say, don't participate and push on. This is a very small world ......

Trepanated

W130SN
 
edvelez502 said:
How shameless of me to do that right. But, that's just the way we marketers are.

I will call out the two previous useless comments from Trepanated and W130SN as part of the BHW pay patrol.

Let's keep this professional, as the two previous comments have haded no value to this thread. This type of low balling tactic by the BHW people to try to get you to pay is the reason people like me that have great stuff to share no longer do it here.

If I have a specific domain, it's because I want it that way. I will bump old threads when I am adding value.

You two should worry about collaborating in constructive ways. If you have nothing of value to say, don't participate and push on. This is a very small world ......

Trepanated

W130SN
Click to expand...

Mate, the thread died years ago and YOU bumped it.
The only reason I can think for you to that is because you want to promote your services.
On BHW we do not bump threads older than 6 months.
You did not add any value to the thread as it was already dead.
Start your own threads if you want to share your expertise.
Oh and my comment about your website was serious, I doubt that it will bring you any business as it looks old, outdated and amateur, I am not having a pop and trying to give you some helpful advice.
 
Thanks, that's exactly the way I want it. You're a designer not a strategist, and you're not my client are you? It's designed to keep nosy people like you in the dark. Why would you even go to my site, but keep poking around and you may open up a pandora's box. Sharks are always hungry, it's good to know what waters you're swimming in. This is the end of this, I am asking you in a nice manner to stay away from me.

Thanks,

Ed
 
edvelez502 said:
Thanks, that's exactly the way I want it. You're a designer not a strategist, and you're not my client are you? It's designed to keep nosy people like you in the dark. Why would you even go to my site, but keep poking around and you may open up a pandora's box. Sharks are always hungry, it's good to know what waters you're swimming in. This is the end of this, I am asking you in a nice manner to stay away from me.

Thanks,

Ed
Click to expand...

Simple, don't bump dead threads or post nonsense and everything will be fine.
 
Dude picking a fight with the site detective?

Popcorn time!:D
 
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