8 Great Things To Have Before You Pick Up The Phone
I have seen many sales consultants fail at telemarketing due to one main reason - a lack of concentration! This is a big factor when they combine cold calling with other jobs such as admin, graphic design, or IT.
When someone is allocated the job of cold calling, it must be seen as a primary task and therefore given the time and respect it deserves and not seen as a secondary task, by either the decision maker, or the sales consultant themselves.
Listed below are 8 key items that every sales consultant should have when making cold calls. This will help ensure they are focused and ready to do the best job they can, without being disturbed by other activities or other people.
We all know what it can be like; if you have the opportunity to do other tasks you will, ie send an email, answer the telephone, manage accounts etc. All these jobs should be done either after the allocated period of cold calling, or by another member of staff. It is very rare that something must be done immediately, and it cannot wait. If this does occur then obviously the cold calling must stop and the emergency handled immediately, otherwise the sales consultant will not be able to concentrate on the cold calling.
- Water - all that talking can be thirsty work!
- Stationery: Pens and scrap paper - make sure you have extraScript and a list of how to overcome objections - so you know what you're planning to say
- Sufficient data/leads - so you can work through a list if you get no response/answer
- Product knowledge information - to remind you of key product features, advantages and benefits
- Do not disturb sign - so others know that you're busy and should not be disturbed. This includes turning off your mobile and no email access. And make sure you go to the toilet before you start, so you don't have to stop and start again!
- Targets written down and visible - make sure it is a stretch target so it will challenge you, but not something that is too hard so you will never achieve it. Also have a tick sheet so you know where you are in relation to your target
- And finally, but most importantly, a personal motivational treat/bonus once you have achieved a target - ie your first appointment / first sale etc
The aim of all this preparation is to prevent the sales consultant from getting interrupted so they are totally focused on the cold calling and achieving their targets.
Believe me, it works.
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