Be Specific About the Contribution Telesales Can Make in Your Sales Plan

Doing business by phone requires thought and planning. Begin by developing a separate and specific Telesales Plan.

Too often companies develop their Field Sales plan then add the Telesales component at the end or as a supplement. To create a successful Telesales function, the first step is to develop a specific plan, independent of Field and Partner/Affiliate Sales. What contribution do you want the Telephone Sales team to make? Lead Generation? Direct Selling? Database Management?  Account Management/Support? Examine your markets, your products, your prospects, your customers, and your partners & affiliates.

Telesales can play a variety of roles, large to small, in the successful execution of a sales plan. Begin by developing a plan that specifically identifies how your company will leverage teleselling. Once the plan is developed, merge it into your company’s sales plan in order to develop a strategy that matches the right resources to the sales objective.

Make the right first impression, create an introductory telephone script.

Ever get stuck for the right words when a prospective client answers the phone?  Or stumble over your words when you get a gatekeeper or the inevitable voicemail?

One way to ensure a smooth conversation is to spend 5 minutes before the call writing down what you want to say.

Be sure to create three versions:  one for the prospective client, one that appeals to the gatekeeper/assistant, and one that works for voicemail.  Set them up as a template and customize it slightly for each new prospect.

Scripting delivers a professional message every time.

Use your cellphone to send emails while you are stuck in traffic.

Try Spin Vox (http://www.spinvox.com).  Using your cell phone, you can ‘dial in’ a message that is converted to an email.  When you return to your office or boot up your email, the message will be waiting.  Simply proof, make any minor modifications needed, address it, and send it on its way.

SpinVox is currently offering free service for anyone who signs up now for its beta software (click on the ‘Get SpinVox Free’ button).

Project the best image when you make a phone call

Mirror, mirror on the wall (or telephone, computer, desk)

Face a mirror when you make telephone calls to your clients and prospective clients. 

You will naturally adjust yourself to project a positive impression when you see yourself reflected in a mirror.

Don’t type your meeting notes, pick up your telephone.

Try Dial-A-Note.  Described as ‘a virtual assistant for the busy professional’, Dial-A-Note (http://www.dialanote.com) from CiviCom provides you with access to transcription support 24/7.  And it claims to be 1/2 the cost of a US-based assistant and 1/5 the cost of an executive typing service.

Simply dial, dictate, and look for it to arrive in your inbox.

Ideal for the person who spends their life on the road, gets caught between meetings, or is keyboard challenged.  And it leaves you time to do what you do best.