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Seb Anthony

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I work for 2-3 companies and are responsible for the majority of thier sales and marketing. I would like any tips or help on how i could improve the telesales aspect of my role. the companies are completely different - advertising production fulfillment and tailored IT training.
I am getting into a number of companies and I also carry out the face to face meetings, but any tips would be gratefully rec'd!
Bev Scott

One Response

  1. A few tips
    First things, first. As regards voice mail – I have found that it worked for me to leave a message when I was selling “instant hit” products as these could be pitched to a voice mail as easily as a person. But this was not a b2b environment and the people I was calling were already clients of the company I was calling from.

    However I think a well tailored voice mail message could result in returned calls and interest in your business. It would need to be brief, to the point and honest (don’t try and get people to call back under false pretences that will just make them angry). Honestly though in a b2b environment I didn’t leave messages, I didn’t find them useful in my approach.

    As far as telesales tips in general go:

    – always do your homework before the call know the target company as well as you can
    – call back if you can’t speak to the decision maker but don’t forget that if you influence some of their colleagues favorably towards you first it can help your case
    – have an outcome in mind before you begin the call (it doesn’t have to be a sale, it could be a brochure send or a follow up call/meeting) but be prepared to negotiate around it too
    – take copious notes and then turn them into something usable for you in the future
    – if they have no interest, ask them if they know someone who will
    – call your own clients and ask them if they know anyone who would benefit from your services

    And so on and on…

    Good luck with it.


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