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Sales Call Success with A Perfect Telemarketing Script

Sales Call Success with A Perfect Telemarketing Script

Many people have become allergic to cold calls these days. Ask any telemarketer, and they will tell you how people hung up on them, even slammed phones, when they suspect they are talking to telemarketers.

You cannot blame people for doing so because there are organizations who have given telemarketing or cold calling a bad rap. Despite the bad news, it does not mean that telemarketing is dead. In fact, it remains one of the strategies companies use, even the Fortune 500 companies, to drive revenue.

However, if you are still using dated cold calling techniques, better not do it at all. Many changes have happened over the years, so if you are serious about telemarketing, here are a few tips for creating a successful telemarketing script.

 

Let’s start with the opening:

 

Hello. My name is Thor Odinson.

I’m calling up tech startups in the area to check if they will be a perfect match for our lead generation beta program.

In a nutshell, we help you connect with your target buyers in any market and industry.

Does it sound interesting to you?

 

Now, let’s break down it down to see why this is the perfect introduction.

 

Hello. My name is Thor Odinson.

 

It seems like a no-brainer to start with your name when you introduce yourself. However, it will surprise you that many people forget this important step.

Telling your prospect who you are, establishes context and trust. More so, a name makes the call more human than sounding like a bot.

Set aside your pitch for a minute. Forget about small talk. People already know that chatting about the weather is BS. It might sound friendly, but if they don’t know who they are talking to, they will not spare any minute to hear the rest of what you say. Besides, you have interrupted them from whatever important they are doing.

 

Get to the point. It shows that you value their time.

 

I’m calling up local startups to check if they will be a perfect fit for our lead generation beta program.

 

The words have been chosen carefully. In that one single sentence, you were able to:

  • Show your prospect who you’re helping (tech startups)
  • Tell them where you are from (in the area)
  • Who you are looking for (perfect match)
  • What your company offers (lead generation beta program)

Notice that we used “tech startups” rather than “customers” or “prospects.” That’s because you are making an exploratory call. We also use “beta program” to show them that you understand the language they are speaking (remember you are talking to tech startups).

Just a note: The details of your script depends on your target audience and what you are offering them.

 

Going in for the kill minus the fluff

 

In a nutshell, we help you connect with your target buyers in any market and industry.

 

In less than 10 seconds, you have delivered your elevator pitch clearly and briefly. According to experts, your elevator speech should not exceed 20 or 30 seconds more. According to the Harvard Business Review, if you can hook your prospect in the first 8 seconds, they will allow you to drive your message without giving you a hard time.

Your prospects don’t have the patience, especially if you are cold calling them; so make that first 8 seconds count.

 

Does it sound interesting to you?”

 

The question allows your prospect to say no at the first opportunity, so why should we use such question?

Think about this:

If you make small talk and proceed to your sales pitch, your prospect might be polite enough not to hang up on you. However, he or she will spend the rest of the call thinking of reasons how to end his or her call with you.  You wasted both of your time.

On the other hand, if you allow your prospect to say no at the earliest time possible, you can extract more information from him or her. It allows you to extend the conversation even if for just a few more seconds.

 

Before we continue with the script, let’s take a look at the whole script structure:

Opening

You should have raised your prospect’s curiosity at this point before you deliver your elevator pitch.

Qualifying

Learn more about your prospect, their needs, their problems,  and their processes. Here are a few questions to ask:

  • What is your current (ABC) process?
  • What kind of customers do you cater to?
  • How do you find a solution to (ABC)?

Related: How to Skillfully Recognize and Respond to True Buying Signals

Test Closing

At this point, you try to find their decision timeline, price sensitivity, and other relevant information.

  • We would like to start in (start date)
  • Is that okay with you?
  • The program has a considerable discount. It is (amount) per month/per day.
  • How does the decision-making process in your company work?

Next Steps

You schedule what happens next and get the necessary contact details.

  • Amazing. It sounds like a perfect fit. I’ll send you more information about us and schedule a call next week to answer any questions you might have.
  • What’s the best email to send you the invite and the information?
  • What is the ideal time to sit with you next week?

Related: ‘Don’t Talk With Your Mouth Full!’ and Other Sales Call Tips from Mom

 

Scripts should not limit your conversation

You have a script, but that should not make you sound like a robot nor should it limit your conversation. Scripts are primarily there to help you deliver your message with clarity and brevity. They also help you polish and develop the sales process as well as increase your sales IQ. They also help you adjust or make changes quickly during the conversation. Most importantly, scripts allow you to listen well to your prospects, enabling you to gain a better understanding of them and their company. In other words, scripts help you perform well.

Related: 4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

 

Scripts do not prevent rejection

You now have an excellent telemarketing script, but that does not guarantee that you will get a “Yes” all the time. You will still get a no, but you have to embrace the “nos” you are getting.

Why?

Because they will give you insight. Understand why your prospects are saying “no” to you.

More often than not, it’s not really because they are not interested in what you offer. To lessen the percentage of rejection, present the value you have to provide early on during the conversation.

Related: How to Handle Early Sales Objections, According to Science [VIDEO]

 

Now, it’s your turn to polish your telemarketing script.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

 

 

Take a minute to check out these resources:

 

Elevate your business! Contact us 

or Dial 888.810.7464 | WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Phone Sales Closing Techniques That Will Get You More Deals
Telemarketing Mistakes That Expert Salespeople Still Make
The 5 F’s of Data Hygiene for Deeper Sales Conversations

Sales Call Success with A Perfect Telemarketing Script

Sales Call Success with A Perfect Telemarketing Script

Many people have become allergic to cold calls these days. Ask any telemarketer, and they will tell you how people hung up on them, even slammed phones, when they suspect they are talking to telemarketers.

You cannot blame people for doing so because there are organizations who have given telemarketing or cold calling a bad rap. Despite the bad news, it does not mean that telemarketing is dead. In fact, it remains one of the strategies companies use, even the Fortune 500 companies, to drive revenue.

However, if you are still using dated cold calling techniques, better not do it at all. Many changes have happened over the years, so if you are serious about telemarketing, here are a few tips for creating a successful telemarketing script.

 

Let’s start with the opening:

 

Hello. My name is Thor Odinson.

I’m calling up tech startups in the area to check if they will be a perfect match for our lead generation beta program.

In a nutshell, we help you connect with your target buyers in any market and industry.

Does it sound interesting to you?

 

Now, let’s break down it down to see why this is the perfect introduction.

 

Hello. My name is Thor Odinson.

 

It seems like a no-brainer to start with your name when you introduce yourself. However, it will surprise you that many people forget this important step.

Telling your prospect who you are, establishes context and trust. More so, a name makes the call more human than sounding like a bot.

Set aside your pitch for a minute. Forget about small talk. People already know that chatting about the weather is BS. It might sound friendly, but if they don’t know who they are talking to, they will not spare any minute to hear the rest of what you say. Besides, you have interrupted them from whatever important they are doing.

 

Get to the point. It shows that you value their time.

 

I’m calling up local startups to check if they will be a perfect fit for our lead generation beta program.

 

The words have been chosen carefully. In that one single sentence, you were able to:

  • Show your prospect who you’re helping (tech startups)
  • Tell them where you are from (in the area)
  • Who you are looking for (perfect match)
  • What your company offers (lead generation beta program)

Notice that we used “tech startups” rather than “customers” or “prospects.” That’s because you are making an exploratory call. We also use “beta program” to show them that you understand the language they are speaking (remember you are talking to tech startups).

Just a note: The details of your script depends on your target audience and what you are offering them.

 

Going in for the kill minus the fluff

 

In a nutshell, we help you connect with your target buyers in any market and industry.

 

In less than 10 seconds, you have delivered your elevator pitch clearly and briefly. According to experts, your elevator speech should not exceed 20 or 30 seconds more. According to the Harvard Business Review, if you can hook your prospect in the first 8 seconds, they will allow you to drive your message without giving you a hard time.

Your prospects don’t have the patience, especially if you are cold calling them; so make that first 8 seconds count.

 

Does it sound interesting to you?”

 

The question allows your prospect to say no at the first opportunity, so why should we use such question?

Think about this:

If you make small talk and proceed to your sales pitch, your prospect might be polite enough not to hang up on you. However, he or she will spend the rest of the call thinking of reasons how to end his or her call with you.  You wasted both of your time.

On the other hand, if you allow your prospect to say no at the earliest time possible, you can extract more information from him or her. It allows you to extend the conversation even if for just a few more seconds.

 

Before we continue with the script, let’s take a look at the whole script structure:

Opening

You should have raised your prospect’s curiosity at this point before you deliver your elevator pitch.

Qualifying

Learn more about your prospect, their needs, their problems,  and their processes. Here are a few questions to ask:

  • What is your current (ABC) process?
  • What kind of customers do you cater to?
  • How do you find a solution to (ABC)?

Related: How to Skillfully Recognize and Respond to True Buying Signals

Test Closing

At this point, you try to find their decision timeline, price sensitivity, and other relevant information.

  • We would like to start in (start date)
  • Is that okay with you?
  • The program has a considerable discount. It is (amount) per month/per day.
  • How does the decision-making process in your company work?

Next Steps

You schedule what happens next and get the necessary contact details.

  • Amazing. It sounds like a perfect fit. I’ll send you more information about us and schedule a call next week to answer any questions you might have.
  • What’s the best email to send you the invite and the information?
  • What is the ideal time to sit with you next week?

Related: ‘Don’t Talk With Your Mouth Full!’ and Other Sales Call Tips from Mom

 

Scripts should not limit your conversation

You have a script, but that should not make you sound like a robot nor should it limit your conversation. Scripts are primarily there to help you deliver your message with clarity and brevity. They also help you polish and develop the sales process as well as increase your sales IQ. They also help you adjust or make changes quickly during the conversation. Most importantly, scripts allow you to listen well to your prospects, enabling you to gain a better understanding of them and their company. In other words, scripts help you perform well.

Related: 4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

 

Scripts do not prevent rejection

You now have an excellent telemarketing script, but that does not guarantee that you will get a “Yes” all the time. You will still get a no, but you have to embrace the “nos” you are getting.

Why?

Because they will give you insight. Understand why your prospects are saying “no” to you.

More often than not, it’s not really because they are not interested in what you offer. To lessen the percentage of rejection, present the value you have to provide early on during the conversation.

Related: How to Handle Early Sales Objections, According to Science [VIDEO]

 

Now, it’s your turn to polish your telemarketing script.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

 

 

Take a minute to check out these resources:

 

Elevate your business! Contact us 

or Dial 888.810.7464 | WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Phone Sales Closing Techniques That Will Get You More Deals
Telemarketing Mistakes That Expert Salespeople Still Make
The 5 F’s of Data Hygiene for Deeper Sales Conversations

‘Don’t Talk With Your Mouth Full!’ and Other Sales Call Tips from Mom

Don't Talk With Your Mouth Full! and Other Sales Call Tips from Mom

Genetically speaking, you’re more like your dad than your mom. But just because you inherit more of your dad’s DNA doesn’t mean your mom plays a lesser role in shaping who you are. In fact, a Gallup poll finds that more than half (53%) of adult Americans believe their mothers have a stronger influence in their lives.

So, in celebration of Mother’s Day, today’s post revisits some of the timeless pieces of advice mom gave us when we were growing up. We might not have realized it back then, but these nuggets of wisdom kept us healthy, got us out of trouble, and prepared us to become responsible adults.

And now, these same old “momisms” can help us engage in better sales conversations with our leads and prospects. Here’s how:

 

1. Always say “please” and “thank you”.

As a young person, you probably lost count of how many times your mom told you to mind your manners and be polite. As your mom explained, saying “please” meant you acknowledge someone had to go out of their way to do something, while “thank you” meant you were grateful for the effort.

Clearly, your mom was on to something. Saying “please” and “thank you” during sales calls isn’t just good manners, it’s good sales practice, too. According to stats cited by Converza, calls that convert are twice more frequently handled by agents with good phone etiquette.

Related: 4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

 

2. Do your homework

Even the most laid-back mom in the world frequently tells her kids to turn off the television and go do their homework. That’s because mothers understand the value of completing assignments and know the best use of their children’s time.

It’s easy to see why this age-old piece of motherly advice is relevant to doing sales calls. Around 42% of sales reps feel they don’t have enough information before calling a prospect, which is surprising given that being unprepared ranks as one of the top turn-offs for B2B buyers.

 

3. Don’t talk with your mouth full.

When your mom kept barking at you not to talk with your mouth full, she wasn’t just trying to make you conform to some arbitrary dinner table convention. She wanted you to avoid forming socially awkward, potentially wasteful, and possibly unhealthy (think choking) habits.

But beyond practicing good table manners, keeping your mouth shut while chewing helps you appreciate the importance of doing one thing at a time. Just as there’s a time for engaging in conversations over dinner and a time for finishing your plate, the various activities that make up a sales call also need to follow time management best practices to be effective.

 

4. Don’t break your arm patting yourself on the back.

Whenever we got a little carried away with self-congratulations, mom was always there to serve us a slice of humble pie. She just seemed to know how to help us strike a balance between modesty and confidence.

It turns out we could also use a healthy dose of humility in our sales calls. An analysis of more than 25,000 sales calls discovered that the most effective calls all tend to avoid self-promotional language, sidestep criticizing competitors, use collaborative terms, and focus on prospects’ pain points/objectives.

 

5. What part of ‘no’ don’t you understand?

Remember that time you saw a really cool toy commercial and begged your parents to buy it for Christmas? Or when your best friend got a pet snake and you wanted to get one too? Each time you asked, it was always mom who voiced out her disapproval using this classic line, which by now should be permanently drilled into our heads: “What part of ‘no’ don’t you understand?”

As reps, we’re trained and equipped to handle prospects’ objections, but sometimes a “no” really means “no”—no matter how we try to get around it. In certain situations, it’s better to leave uninterested prospects alone and move on, instead of pushing for a meeting or a sale.

Keep in mind that only 17% of sales people believe they’re pushy while half of the prospects think they actually are.

Related: How to Handle Early Sales Objections, According to Science [VIDEO]

 

6. “I don’t know” is not an answer.

Nothing annoyed mom more than hearing an “I don’t know” from her kids. When mothers asked us about something, they always expected definite answers. But more often than not, due to any number of reasons, we’d rather not answer her directly.

Every time we come across an undecided prospect (or a prospect pretending to be one), it saps the momentum out of the sales call. That’s how your mom probably felt, too. So, never take “I don’t know for an answer” to your sales questions.

To get clearer responses, keep your questions simple, ask about one thing at a time, make sure your questions follow a logical sequence and sell prospects on the next step (not the deal).

 

The Takeaway:  Mom’s wise words still ring true in our adult lives. As sales professionals, these timeless lessons also give us practical guidance to approach how we do what we do. With that, we say:

To all mothers out there, happy Mother’s Day from the Callbox team! Thanks for making us what we are today.

 

Author Bio:

Judy Caroll

Judy Caroll is a marketing executive at Callbox. She is a blogger, online marketer and loves to share with you the best stuff in sales and marketing. Follow Judy on Twitter and Google+.

 

Got some mom advice that you can apply in your B2B sales calls?
Share mom’s wisdom in the comments! 🙂

 

 

Get targeted sales leads or a sample sales and telemarketing script

Ready to get started? Send us a note 

or Dial 888.810.7464 | WhatsApp +65 8232.2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

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Which Music Genre Matches Your Selling Style (Blog Image)

4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

 

By 2050, machines will take over half of all jobs.

… and telemarketers will be the first ones to go.

 

An Oxford study says

there’s a 99% chance
AI will replace human telemarketers soon.

 

But until AI learns how to build genuine rapport,

sales calls will remain a person-to-person interaction.

That’s because there are four building blocks of rapport

that only we humans can do for now.

 

#1 Listening and Empathy

Talking about oneself releases feel-good chemicals in the brain.

It’s even more rewarding with a person who’s really listening.

How Not to Sound Like a Machine:

Start with an open-ended question;

let them share a bit about themselves.

 

#2 Being Authentic

People do business with people they like.

No matter how well AI mimics human speech,

there’s nothing like the real thing.

How Not to Sound Like a Machine:

Let the conversation flow naturally and show genuine interest,

but don’t overdo it.

 

#3 Finding Common Ground

AI knows more about your prospects than you do.

But only people can connect and find common ground in a conversation.

How Not to Sound Like a Machine:

Bring up interesting tidbits that prospects can relate to.

Build on these points at different moments in the call.

Related: 5 Data-backed Tips for Better Phone-based Sales Presentations

 

#4 Creating Shared Experiences

The secret to building rapport is creating shared experiences.

Whether it’s defining the prospect’s problem or identifying a solution,

working together brings people closer.

How Not to Sound Like a Machine:

Turn sales calls into collaborative brainstorming sessions.

Use “we”, “our”, and “us” in the conversation.

 

Rapport is a two-way connection between people.

It’s going to stay that way unless machines master these four skills.

 

 

Get targeted sales leads or a sample sales and telemarketing script

Contact us or Dial 888.810.7464

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Phone Sales Closing Techniques That Will Get You More Deals
Telemarketing Mistakes That Expert Salespeople Still Make
The 5 F’s of Data Hygiene for Deeper Sales Conversations

What to do After a Horrible Sales Call? [VIDEO]

How fast can you bounce back when you can’t find the right words to say during a sales call?

A bad sales call can turn into a nightmare and ruin a potential sale. You must know how to take proper precautions to be able to recover. Let’s admit it. Everyone will experience having a bad day regardless how good you are in what you’re doing. Don’t let it ruin your day! Instead, learn from it and move on. Bad experiences along the way can be turned into a positive learning.

Video transcript:

Just got off the phone with a prospect, and it didn’t quite go well? It’s okay to feel bad. Afterall, nobody wants to screw up at work.

But how do you get yourself back and recover from a shitty sales calls?

Get some distance

Get up and step away from your desk.

  • Take a 10 minute break.
  • Get a coffee.
  • Go outside and take some fresh air.

Reflect on what went wrong

Turn bad sales call into an opportunity

  • What could I have said better?
  • Could I have handled the situation differently?
  • How could I have responded?

Everyone can commit mistakes once in awhile. What matters is what you did after to recover. Be positive and turn it into a learning opportunity. Don’t let it affect your future performance.

 

How about you? How do you get back in the game after a bad sales call? Let us know! Comment below.

 

 Originally appeared at Callbox Singapore.

 

 

Learn more tips and tools in generating leads, Check out our videos here!

Get our latest updates on The Savvy Marketer’s Blog

 

 

Phone Sales Closing Techniques That Will Get You More Deals
Telemarketing Mistakes That Expert Salespeople Still Make
The 5 F’s of Data Hygiene for Deeper Sales Conversations