10 Tips to Help You Build a Cold Calling Telesales Team

Building a cold calling sales team is a lot easier than you may think. However, it can be very costly and incredibly frustrating if you do not follow certain guidelines.

1. You must have a semi-relevant list of contacts for you telesales team to call. It is pointless saving money on cheap leads or data which are outside your target audience when you will lose a far greater amount of money through wasted man power, phone bills and eventually recruitment fees from the loss of unhappy staff.

2. If possible, headsets are far better than handsets for any team that will be on the phone for more than a few hours each day. This avoids the phone being held between the shoulder and the chin and keeps the voice clear at all times.

3. A basic CRM system is massively beneficial in order to track the sales conversion rate. CRM stands for Client Relationship Management, and it is a piece of software that will manage the leads that you distribute to your telesales team. These can be expensive, but if you are buying quality data, then they do pay for themselves as less leads are likely to be wasted.

4. You must have a training programme in place. I have seen so many companies not worry too much about training their telesales staff because they look upon the role as elementary or straight forward. Because of this they ignore ongoing training or just implement a brief induction course.

5. Always have at least one sales meeting a week, preferably every morning or before the cold calling session begins. Cold calling is a mind numbly dull job and a meeting before each session gives your staff a chance to air issues and concerns. These meetings also build a team bond.

6. Have a team leader in place to take charge and make sure that you are getting the most out of your team. If you cannot justify paying an additional salary, then just the kudos of becoming a team leader will sometimes be enough to get a half decent team leader on your side.

7. A proven telesales script is essential in order to maximise you staffs input. The script must have at least have the following 3 point structure.

8. Introduction: The introduction must tell the client who your representative is, why your representative is calling, and most importantly why is in it for the client. i.e why the client should give your representative some of their valuable time.

9. Fact Find: You will need to ask some pertinent questions in order to ascertain whether this suspect has the correct qualities or desires in order to become a prospect.

10. Close: The end of the call must lead into or at least create an opportunity for a follow up call from your sales team. This follow up must be welcomed by the prospect. With this in mind it is essential that the fact find section of your telesales cold call pitch is executed successfully.

I hope these help you on your way to build a cold calling team.

Telesales – The Introduction – AIDA

When a sales person speaks to a prospect for the first time all they are doing is essentially trying to break the ice with someone that they have never spoken to before.

They then attempt to have a chat to find out if there is a chance that the product, service, item that they are trying to sell may be of use, benefit or be of assistance to the person they’re speaking to.

If there is an opportunity that what they have may be of use then the sales person will begin to sell the benefits of what they have.

If that process works, then they will ask the prospect if they want to buy it or not.

There are obviously an enormous amount of different processes, skills, procedures, lines and closes that must be incorporated into the sales process, but essentially what I have just explained is the sales process.

The first time that this process was explained to me it was delivered wrapped in the age old acronym A.I.D.A. which stands for;

Attention

Interest

Desire

Action

This is the basic frame work of all sales pitches. Let’s look at this process a little more closely.

Attention: you need to get a prospects attention before you can begin the sales process. If a prospect isn’t listening to you, you can’t sell to them- that’s just common sense.

Interest: Once you have their attention, then you have to keep it if you are going to sell to them. You have to tell them a little about what you do and what you have to offer. You need to pique their interest in what you have to sell by delivering a few key features of what you have and how they can benefit your prospect . What’s in it for them?

Desire: If you are going to install an element of desire in your prospects mind concerning whatever it is that you are selling, then you are going to need to know a little bit more about them. I think that most people have had experiences of a sales person that has rattled on endlessly about how fantastic their product is and then becomes frustrated or even annoyed that we are not interested in buying their product. Before you start asking someone to buy whatever it is that you are selling, it is imperative that you first of all begin some basic fact finding by asking a few open ended questions to ascertain how your product could benefit them. Once you have got to know your client and ascertained how your product can be of use to them, you can then begin to install desire in your clients mind by molding your product around their needs.

Action: If you have done the above correctly, then the only thing remaining is to take action. Essentially this means to close the deal. There are reams and reams of articles, books and courses on how to close a deal. But in its simplest form a close is you asking the prospect if they will buy the product you are selling.

That is the A.I.D.A. sales process. It has evolved over the years and expanded and different sales trainers have different ideas on how best it is to teach the process of sales. My own interpretation of this is called the O.R.D.E.R. process. Look out for it on this website and on mine.

How to Manage Your Sales Pipeline For Long-Term Success in Telesales and Telemarketing

One of the things a telesales professional need to know is how to manage his sales pipeline effectively. A good telesales professional manages the sales cycle throughout from beginning till end strategically. And we are talking about long-term sales cycle, not short-term. By strategically we mean that all stages of the sales process are identified and the needs to be accomplished in each stage are determined. You then allot the appropriate time and resources needed to accomplish the goals for each stage.

Managing your sales pipeline effectively also means that you have to have to engage in activities that generate more sales opportunities and make the necessary follow up.

A lot of sales professionals are having a hard time in this are so let’s take a look at why pipeline management is important and what you can do to improve it.

There are many advantages of having a good pipeline management. They are as follows:

Better appropriation of resources. By allotting enough resources at the right time, you can ensure that there are always sales opportunities as you go along your sales pipeline.

Better sales forecasting. A well-managed sales pipeline puts everything in order. This allows you to make better sales forecasts due to the absence of irregular “graphs” that make forecasting difficult.

Set the right expectations. Telesales professionals are accountable and responsible for managing their sales pipeline; hence they must provide the organization with a detailed review of the pipeline in order to set realistic expectations.

Lastly, it makes follow-through smooth and efficient.

To improve your pipeline management, you have to keep your focus on every stage of the pipeline. It means that you must see to it that every monthly or weekly goal is taken cared of while you are always on the lookout for new opportunities along the way to make sure that your pipeline is constantly flowing.

Risk management. As with any venture, telesales professionals have to make a contingency plan to minimize the impact of handling opportunities which turn out to be unprofitable.

Good management requires discipline. Managing a sales pipeline can be a complex activity and it needs to be regulated and evaluated regularly in order to meet the long-term goals.

Use technology for better management. You can choose from a wide array of customer relationship management (CRM) systems available. Another tool that is very helpful is pipeline management software. Through such technology, the success that individual telesales professionals achieve at this level translates to the success of the organization as a whole.