A FIRM COMMITMENT

Commitment in some form must be gained on every telesales sales call in order to move the sales process forward. When asking for a commitment, ask large. Buyers will often move down from a large recommendation, but they rarely move up from a small one. When in doubt, ask.  

If you have an indecisive prospect on the telesales call, get their mind off of the buying decision and on the problem they are having. For example, "Sir, let's look at this in another way. What would happen if you did nothing about the situation? Remember, we stated the fact you would be saving $30-$50 a month with our company. What will that amount do for your company over just the next six months?"

Do not give your customer excuses why not to buy your products. Most objections from the customer start in the mind of the salesperson. Many sales reps aren't 100% sold on the value of their product, therefore they're apt to offer price concessions even when the prospect doesn't ask for them, or they present price with a shaky tone of voice. Ask the right questions, present the results of what your product/service can do, and state the price boldly.

When objections occur, resist the tendency to attack in defense. When you are confronted with an objection, back up and revisit the questioning stage of the call. The voiced objection is simply a symptom of the real problem. Start by saying, "let's talk about that." Identify the objection and work through it.

Always accomplish something in your call by getting some movement. Move them forward or move them out of your telesales pipeline.  A "no" today is better than one eight months and 20 additional calls from now. Move them forward or move them out.

Review the Pre-Call Plan Here.

Review Sales Call Techniques Here.