| You can make your telesales training more useful | | | | they should speak with the potential buyer. |
| and more effective by making sure that you | | | | 3. Capture the attention of potential buyers. Sales |
| cover the following aspects: | | | | people must use interest-creating opening |
| 1. Pre-call planning. Lack of prior planning can lead | | | | statements to pique the curiosity and interest so |
| to poor performance. Explain the importance of | | | | decision-makers would enthusiastically move to |
| pre-call planning to your trainees and teach them | | | | the questioning phase. Benefits that the products |
| how they can exactly do it. They must have | | | | can offer must be communicated at this point. |
| primary objective for every call they make, they | | | | 4. Effective questioning. Sales people must know |
| must have prepared questions that they can use | | | | what and how to ask the most appropriate |
| to discover and isolate the problems of their | | | | questions not only to discover the needs of the |
| prospects, and they must have a sales script that | | | | buyers but also to engage the prospects all |
| they can use as guide all throughout the call. | | | | throughout the call. |
| 2. Gatekeepers. Your trainees must also know | | | | 5. Pitching the products. Sales people must not |
| how to treat the gatekeepers right as these are | | | | sound too pushy otherwise, they will surely lose |
| the people who will decide if the sales person will | | | | the sale. They must know how to present their |
| get a chance to talk to the decision-maker. Sales | | | | offerings as the best solutions to the problems |
| people must gather enough information and they | | | | being faced by their prospects. |
| must give gatekeepers compelling reasons why | | | | |