Sales Strategy for Telesales Professionals:

Now a day’s “Tele-sales” (Sales over telephone) is very admired and effective stream of doing sales. We never remove the classic sales process of meeting prospects and clients in person. Though, we have various types of sales like Retail sales, B2B sales, Industrial sales, Corporate sales etc.  In these entire types one thing is common i.e. “YOU”.

For effective in sales you need to understand and learn the techniques of sales. Sales profession is not cup of tea of everyone. People do have lots of myths about this respected profession.

This piece of writing is fully focused on how to do telephonic sales or telesales effectively. Below are the findings based on my research & experience, we present you the crux of all theories and experiments done in different types of studies to convert your sales call into revenue.

If you follow this strategy in your sales call, I assure you that you end up the call by closing sales and build a strong professional relationship with your client. So let’s glimpse them in detail:

Knowing about your company and its products and services is the foundation of your sales call, a good sales person always knows about his/her company and the product they are selling. If you don’t know these two things you will never able to do sales in any type of format i.e. direct sales, B@B sales, corporate sales or Telesales! If you are new to this profession ask your managers to give full inputs related to company and its products on continuous basis.

You should know about your strengths and weaknesses so that you can able to offer best available solution to clients/customers. Sales profession requires a lot of study and focus like you have to update your knowledge about current affairs and all sort of different topics which people love to hear.

A good sales professional always have different strategies at one given point of time because sales is not an easy profession as it has to deal with humans all the time and understanding human behavior is an art which one can able to learn and acquire expertise with experience only.

No two humans are similar in nature, so as a good tele sales executive what we have filter very first is “is this prospect is my target audience or not” Once you get the hint just grab the opportunity to listen then as the conversation moves on.

Be spontaneous in every call, leave customer with some though that might be profit, money, benefits, high self-worth etc. Analyze your calls and find the pattern, trend and tone you used and carry out on various customers. Always upgrade and learn from your previous calls and by observing your seniors calling.

If you are fresher better follow the script provided by the company and guidance provided by your immediate superiors, once you earn some experience in calling they you can improvise your own script while dealing with different types of customers. We taught about the things we need to do while talking or facing any client or customer, but a good sales professional knows the things which one needs to avoid while dealing with clients/customers.

Sales job is a job of rejection and handling rejections is an art in which a smart sales professional is expert, sales job calls for huge courage.  Understand one thing mere shouting is not sales you have to use voice modulations and other soft-skills to attract client’s attention on what you are saying to them.

You have to keep your morale very high and have self-confidence that you can talk to all kind of people keeping in mind the objective you want to achieve through that particular call. "Confidence is a key to convert lead into sales”.

You acquire confidence by listening clients carefully; understand their requirements by asking relevant questions to know their psychology, buying behavior so on. This is possible only if you able to develop rapport with client & makes him/her to open up with you. We as sales professional have to work on our strategies on regular basis to get the best out of every lead.

Sales in just a number game, we have to create strong sales funnel and it is possible only with your capacity of doing cold calls. “Example x numbers of cold calls gives x numbers of prospects, there is x numbers of converting x leads into x number of clients”.

A Strong follow-up is very critical for sales professional, follow ups gives you an opportunity to convert your leads into clients and further you ask for references from them which again leads to successful sales. So just try to go to that extra mile and do one extra call daily, give extra feel good factor to your hot prospects this leads you to overcome your own fears.

Now, make your Matrix of Cold calls, Follow ups, Sales Closed, References on daily basis.  Check your objection handling per call, how many new opportunities you created per day which leads to your follow-up calls per day.

{Here is tip for you all; Develop habit of giving courtesy calls to your clients and prospects this habit help you to quickly close sales.}

For fresher’s, it’s tough to ask for money from clients to subscribe or to buy our services type of words to clients. Practice habits of being precise with your words discuss on various topics with clients but keep focus on your purpose of call to them bring back client’s discussion towards your products or services again and again.

 Always be polite, assertive and spontaneous; few times use this strategy of being harsh on clients by doing this you play with psychology of clients which hit their emotional quotient it helps in closing sales. Every new call is a new learning every sales professional.

In this new pandemic called Coronavirus every business is now shifting on digital format and through telephones. This increases demand of telesales executives in every business model now. There is no doubt that this pandemic has stuck lives of every person  all over the world, but this adverse situation brings new avenues to shift our mind sets to new style of working and redefine humanity as whole.

Hope this article helps you to understand the strategy to convert sales over telephone and being purposeful in life. If you want to add your experience or any suggestions over this topic your comments are welcome.