Change Your Telemarketing Scripts Into Questions That Sell
When you think of telemarketing what comes to mind? I invite you envision walking into a large building and going up the elevator. You press the button for the third floor and as the door opens you can just faintly hear the click of receivers being picked up and put down. There is almost a dull roar of voices as you walk a few steps outside of the elevator. Walking just a bit further you can see rows of cubes, people on headsets, and the volume of the conversations is much louder.
In that room of a 100 or 200, there are but a handful that is having success. A select group in their cubes is selling like crazy. They aren't very popular among everyone else because they keep exceeding the goals. The manager of the floor always brings up the same 3-5 names and tells everyone else "you should be more like them!".
What have those people discovered that the rest haven't? Do they simply get the good phone numbers? Maybe they stay later than everyone else to beat their goals?
They haven't done any such thing; they have simply discovered that you aren't going to "sell" anyone on the phone. These top performers understand that you can't sell someone something they don't want. Endless pitches, statistics, and features will just bore a prospect and leave you hearing the dial tone. When you want to crush the competition and be the envy (or enemy) of the rest of the sales staff I invite you to change your conversations from sales scripts that pitch to sales scripts that ask interest piquing questions.
These rules apply whether you are trying to sell a long distance service, copiers, or even software. Stop covering features and benefits and start getting people to reveal what is most important to them. Consider the following:
- "Would it help your household if you could save on your home insurance monthly?" - Insurance is a tough and competitive business. Instead of stating "I am with X company, do you know we have better policies?" instead lead with how the customer can immediately benefit. If they don't want to save money than they would be a waste of time! Opening with a question regarding saving money will pique their interest and allow you to keep asking questions to find out the other items that are most important to them.
- "How would you feel if you could save time daily?" - Time is finite and anything you can do to save people time will be well rewarded. This style of question gets your prospect feeling good immediately which lays the groundwork for you to ask additional questions that will get you closer to the sale.
When you change your traditional telemarketing scripts from pitches to questions you will be able to make more sales in less time. How would you feel if you could make a sale in just 3 minutes? You can discover how to make sales in minutes when you dive in to my free video powered course on interest piquing questions. 5 days (yes you can skip ahead) and 67 questions will reveal how you can start making more sales in any industry. - www.QuestionsthatSell.com
Todd Bates is a national Marketing and Business coach. Through his programs, such as Todd Bates Systems, he shares innovative systems to help businesses owners and sales professionals dramatically grow their sales.
Article Source: ArticlesBase.com
