We have all received phone calls from telemarketers, and most of us have hung up the phone on a telemarketer more than once. The voice on the other end of the line was way too intrusive and pushy. Within 5 seconds of answering the phone, you were probably already irritated because the telemarketer was spilling their sales message at 150 words per second, before you could even get out the entire word "hello". This voice that calls is mechanical, and usually in a rush to get the person they have called to commit to purchase a product or service that even the telemarketer doesn't know much about. No wonder the frustration that sometimes comes with answering the phone, especially when you know it's a sales call. The above is the worst case, but fortunately this does not have to be the case for experienced and professionally trained salespeople making calls. If you are having problems closing sales through calling prospects and leads, it might be time to try something new.

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Engage the Prospect
Gain the attention of the prospect and relate to them through your communication. Consider how you converse with family and friends, in a targeted yet casual and non-intimidating manner. If the prospect is drawn in by your conversation, then you will not only get a better response, but will also be allowed the opportunity to build a relationship and get to know the prospect and their business needs on a more personal level.

Since time constraint can be an issue with calling, try to discern the most likely to purchase, from the least likely, and devote more time calling and engaging the former. You still need to engage the prospects that are least likely if you decide to make the effort and call. Remember the basics of being polite and asking if there's someone else who would benefit from your services.

Change Your Agenda
When calling a prospect, what is your goal? Yes, it probably has something to do with closing the sale, generating another lead, or reaching the next step in the sales cycle. Many times these goals are apparent in your communication and prospects can tell when you just want something from them. This could trigger a negative response such as hanging up the phone, or requesting that you not call that number again.

Instead of thinking only in terms of accomplishing a short term goal, think about your and the prospect's long term goals when planning calls and during communications. Long term goals should include establishing trust and building relationships, as well as discovering together how the prospect benefits through buying your services. Once they buy from you, what are their future needs and goals you may be able to help them with? Try thinking about how you are there to serve the potential client. You will stand out in the mind of the prospect if you have allowed time to learn about them and their business perspective on a personal level.

Instead of being defensive about the prospect's doubts, uncover why they feel a certain way. It may have nothing to do with you or your offering. It could simply be a past experience with another company, or a misunderstanding about what exactly you are offering and how it will benefit them. Once you understand their concerns, you can reveal how the offering could be a solution to key issues within the organization.

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Our SalesManagement^TM solution integrates years of management consulting experience and sales & marketing knowledge into solution based selling techniques.

We'll focus on customer retention and client acquisition strategies while integrating customer relationship management tools (CRM) and sales force automation tools (SFA) to ensure long term corporate success.

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Customer Retention Programs

Compensation Programs

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About Sales Focus Inc. Sales Focus Inc. is a consulting, training and outsourcing company that focuses strictly on sales. We help our clients during these difficult times to take business away from the competition. In down economic times, focused companies will not only survive, but also thrive! We offer cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions.

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