This is the final segment of a four part series of Why Telemarketing Programs Fail. Branching: “Branching” means that the agent is using a script and taking the script to other avenues to meet the same objective (the end result)which is to close the sale,
In Part 2 we discussed the expectations, the list and reporting when setting up and managing a campaign. Part 3 is about the importance of properly assessing and preparing your agents for training before the start of your campaign. Assessing and Training the Agents: Poorly
That is a big question and requires an answer in three parts. The first part is to consider the following important points when handling objections: Attempt to determine if the objection is the result of a preexisting issue or a misunderstanding of the product’s features
Let’s first begin with objection handling. When handling objections, agents need to have common objection answers prepared, so they can have greater success to overcome them with confidence. Agents need to role-play common and not so common objections on a frequent basis. Role –play exercises
The key to telemarketing, whether it is prospecting, appointment-setting, or sales, is the relationship agents develop with contacts. Part of this relationship is an understanding that the people being called have three primary fear points that need to be overcome in order for telemarketing efforts
Often, I’m asked, “How can I improve my presentation?” My response is,“Asuccessful presentation is measured by the impact it has on those who are listening. You need to focus on how well you present your delivery and ensure your listener is engaged”. However, oftenlisteners are
Step Three: Respect Their Time The first two steps for successful telemarketing are properly presenting your introduction and communicating how you acquired the prospect’s name. In the third step, we will discuss how to respect your prospect’s time. The goal here is to get to
Much of the articles I write discuss agent training, however once training is completed the next step is to ensure the floor manager continues the training process. The following are tips on proper coaching to motivate agents and help them adhere what they’ve learned and