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Telemarketing tips&tricks for beginner

by Massacre
18 replies
Hello people,

I got on a second stage of interview on the position of sales representative of travel company . The company's services and products are travelling packages.

The second round is the call I have to make to one of their employees who will represent a guy who wants to travel to Scandinavia. that's the only stuff I know about him - that he and his wife is planning on to go to Scandinavia for travelling.

The trips that this company arranges in Scandinavia are posted on their website including all the details and stuff. I will go through all of this and learn to know details precisely.

But what I need to be advised is how to arrange the phone call. I have a little experience in that but not by the perspective of sales man. I know that I have to nicely ask for the details to know where, how and what they want to see first and stuff and then offer my service. I also know that I should start with " hello, this is [me] and I am calling from.. "

But it is only basics, therefore could you please suggest me any tips and tricks that I can effectively use in my conservation with him. maybe you can also give me some resources from where I can get the outline of script and stuff, because I wasn't successful at finding normal one.

Thanks in advance
#beginner #telemarketing #tips #tipsandtricks
  • Profile picture of the author ewenmack
    Your goal on the call is to seek to understand
    what the dream vacation would look like through
    their eyes.

    Then make recommendations on how
    you can make that a realty.

    It becomes very difficult then to refuse their greatest want
    being met.

    Best,
    Doctor E. Vile
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    • Profile picture of the author Massacre
      Originally Posted by ewenmack View Post

      Your goal on the call is to seek to understand
      what the dream vacation would look like through
      their eyes.

      Then make recommendations on how
      you can make that a realty.

      It becomes very difficult then to refuse their greatest want.

      Best,
      Doctor E. Vile
      Basically, what I got from your saying is that the first major part of the phone call I have to dedicated to understand the exact and precise need and desire of the client, right?
      then according to that, I have to offer corresponding travel package
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      • Profile picture of the author ewenmack
        Originally Posted by Massacre View Post

        Basically, what I got from your saying is that the first major part of the phone call I have to dedicated to understand the exact and precise need and desire of the client, right?
        then according to that, I have to offer corresponding travel package
        Yep.

        Helping people buy what they want.

        Life becomes easy then.

        Best,
        Doctor E. Vile
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        • Profile picture of the author Massacre
          Originally Posted by ewenmack View Post

          Yep.

          Helping people buy what they want.

          Life becomes easy then.

          Best,
          Doctor E. Vile
          well, i know all of that philosophy, but it's easily said, while not so easily done; especially in case of beginner that has never done any such calls yet.

          Isn't there any resources like what can be said during conversation, what cannot be said, golden rules, etc... some basic stuff that will help me to eliminate some mistakes that might not be vital, but important to avoid to
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          • Profile picture of the author ewenmack
            Originally Posted by Massacre View Post

            well, i know all of that philosophy, but it's easily said, while not so easily done; especially in case of beginner that has never done any such calls yet.

            Isn't there any resources like what can be said during conversation, what cannot be said, golden rules, etc... some basic stuff that will help me to eliminate some mistakes that might not be vital, but important to avoid to
            Well most don't get that golden rule I just gave,
            therefore everything they do makes for a hard time.

            So first part of the call you ask permission to ask questions
            in a way it's seen to be an advantage to do so by the other person.

            So it could go something like this...

            "Kate, so that I can help you the most, is it ok
            to ask you some questions so that I understand what your
            dream vacation would look like and then I can recommend some options?"

            There's a lot of power in that one sentence.

            Can you see it?

            Best,
            Doctor E. Vile
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            • Profile picture of the author Massacre
              Originally Posted by ewenmack View Post

              Well most don't get that golden rule I just gave,
              therefore everything they do makes for a hard time.

              So first part of the call you ask permission to ask questions
              in a way it's seen to be an advantage to do so by the other person.

              So it could go something like this...

              "Kate, so that I can help you the most, is it ok
              to ask you some questions so that I understand what your
              dream vacation would look like and then I can recommend some options?"

              There's a lot of power in that one sentence.

              Can you see it?

              Best,
              Doctor E. Vile

              yes, it's pretty powerful and thanks for that, I will use it
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  • Profile picture of the author bobsticles
    I have done Tele sales for about 15 years. Worked for IBM, Dell, Some other big names.

    #####1 tip - ASK QUESTIONS.

    I read a book called "questions that sell" - Wow this book did wonders for my sales.

    And what it said was this - To sell someone something, you must first know what they want to buy.

    So effective questioning will help you find out exactly what the customer wants to buy, and then you show him how this product is exactly what he wants.

    In fact, i started not talking at all while doing sales! I questioned, questioned, and got the customer to answer his own questions. He sold himself.
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    • Profile picture of the author Massacre
      Originally Posted by bobsticles View Post

      I have done Tele sales for about 15 years. Worked for IBM, Dell, Some other big names.

      #####1 tip - ASK QUESTIONS.

      I read a book called "questions that sell" - Wow this book did wonders for my sales.

      And what it said was this - To sell someone something, you must first know what they want to buy.

      So effective questioning will help you find out exactly what the customer wants to buy, and then you show him how this product is exactly what he wants.

      In fact, i started not talking at all while doing sales! I questioned, questioned, and got the customer to answer his own questions. He sold himself.
      Thanks for suggestions!!
      yes, actually, in my case, the questions will lead to the successful sale as initially, I will only know client's desire to travel but not any details how, where, how many days, etc...



      One more question. I am working on this, but would be great you guys can give me some suggestions for this:

      "I will need to politely and indirectly prepare ground for next conversation, and indirectly point out to client that purchase decision should not be delayed. Make sure not to push for sale, as it can scare people off. "

      How can this be done, with what kind of statements/sentences can I say for this.. as I guess it is almost like closing the deal, isn't it?
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  • Profile picture of the author bizgrower
    So you've used the method Ewen suggested and have established the things they want to do,
    and what their interests are...

    Then, as long as it's truthful, and it probably is.... point out to them that the best rooms (or berths if it's a cruise) will be going first, or it may be sold out soon (if that applies). I can pencil you in for a space until _____________ (tomorrow afternoon, or whatever applies).
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  • Profile picture of the author mjbmedia
    good luck and good on you for coming here to ask.

    If you have time before the call read Neil Rackhams excellent book ' SPIN selling'
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    Mike

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    • Profile picture of the author Massacre
      Originally Posted by ewenmack View Post

      Well most don't get that golden rule I just gave,
      therefore everything they do makes for a hard time.

      So first part of the call you ask permission to ask questions
      in a way it's seen to be an advantage to do so by the other person.

      So it could go something like this...

      "Kate, so that I can help you the most, is it ok
      to ask you some questions so that I understand what your
      dream vacation would look like and then I can recommend some options?"

      There's a lot of power in that one sentence.

      Can you see it?

      Best,
      Doctor E. Vile
      I got one question regarding this. You said that asking for permissions would be good in advance, but in that case,will not it lead to "yes/no" question?
      In that case, in what way should I ask for permission not to get an answer - no? could you please advise?

      Originally Posted by bizgrower View Post

      So you've used the method Ewen suggested and have established the things they want to do,
      and what their interests are...

      Then, as long as it's truthful, and it probably is.... point out to them that the best rooms (or berths if it's a cruise) will be going first, or it may be sold out soon (if that applies). I can pencil you in for a space until _____________ (tomorrow afternoon, or whatever applies).
      thanks for suggestion! I will definitely use it as an addition to my idea.
      I actually worked that part out before and here is my solution: I would tell the client stuff like this: "... and one more stuff sir, for your convenience, to make it more cost-efficient I would suggest you to fasten the decision process because expenses will definitely rise up as we approach the departure date" for clarification, if it is asked by client, I may say the following ".. for instance, the earlier we book the tickets for your flights, the cheaper it will be, as usual. I personally had such occasion [Name, ]because of postponing the decision to go to my African holidays, I payed almost 500$ more, sir, so you know ...."

      What do you think about it? does it sound persuasive? also included my personal experience which may break an ice

      Originally Posted by mjbmedia View Post

      good luck and good on you for coming here to ask.

      If you have time before the call read Neil Rackhams excellent book ' SPIN selling'
      Thanks sir! I will consider that
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      • Profile picture of the author bizgrower
        Originally Posted by Massacre View Post

        I got one question regarding this. You said that asking for permissions would be good in advance, but in that case,will not it lead to "yes/no" question?
        In that case, in what way should I ask for permission not to get an answer - no? could you please advise?



        thanks for suggestion! I will definitely use it as an addition to my idea.
        I actually worked that part out before and here is my solution: I would tell the client stuff like this: "... and one more stuff sir, for your convenience, to make it more cost-efficient I would suggest you to fasten the decision process because expenses will definitely rise up as we approach the departure date" for clarification, if it is asked by client, I may say the following ".. for instance, the earlier we book the tickets for your flights, the cheaper it will be, as usual. I personally had such occasion [Name, ]because of postponing the decision to go to my African holidays, I payed almost 500$ more, sir, so you know ...."

        What do you think about it? does it sound persuasive? also included my personal experience which may break an ice



        Thanks sir! I will consider that
        if "fasten the decision process...." is how people talk to each other where you are, then fine.
        To me, it's salesy and wordy, but I'm a Yank. LOL

        If prices rise as things get closer to travel dates, then sure. Personal experience is good.
        "They (meaning airlines, ships, and hotels...) do tend to raise prices as it gets closer to the holidays..."
        "this price is good until...."

        Where I said earlier that I can pencil you in until Monday afternoon (or whatever) is something I use
        for people considering making hotel reservations at my hotel when I know that we will start getting full and/or I will need to let other callers know if we have space or not. It's a natural, considerate conversation as opposed to a "technique". But, it is something one would say and does move things forward.

        I sometimes prefacae things with "I'm not trying to pressure you, but want to point out that we will be filling up for those dates soon..."

        I really don't do any false statements about anything.

        Dan
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      • Profile picture of the author ewenmack
        Originally Posted by Massacre View Post

        You said that asking for permissions would be good in advance, but in that case,will not it lead to "yes/no" question?
        In that case, in what way should I ask for permission not to get an answer - no? could you please advise?
        Based on you saying that the prospects
        have indicated they want a trip to Scandinavia,
        then the sentence is structured what they want.

        Sales have doubled by using the...

        "So that I can help you the best,
        is it ok to ask you a few questions so that I can
        understand [insert desired outcome] then recommend
        some options?"

        The only time you'll get resistance is when
        you think it's in their best interest when it's not.

        Best,
        Doctor E. Vile
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        • Profile picture of the author Massacre
          Originally Posted by bizgrower View Post

          if "fasten the decision process...." is how people talk to each other where you are, then fine.
          To me, it's salesy and wordy, but I'm a Yank. LOL

          If prices rise as things get closer to travel dates, then sure. Personal experience is good.
          "They (meaning airlines, ships, and hotels...) do tend to raise prices as it gets closer to the holidays..."
          "this price is good until...."

          Where I said earlier that I can pencil you in until Monday afternoon (or whatever) is something I use
          for people considering making hotel reservations at my hotel when I know that we will start getting full and/or I will need to let other callers know if we have space or not. It's a natural, considerate conversation as opposed to a "technique". But, it is something one would say and does move things forward.

          I sometimes prefacae things with "I'm not trying to pressure you, but want to point out that we will be filling up for those dates soon..."

          I really don't do any false statements about anything.

          Dan
          What the hell - "fasten" LOL technical mistake while wanted to write - make it faster

          anyway, took your considerations, thanks a lot.

          Originally Posted by ewenmack View Post

          Based on you saying that the prospects
          have indicated they want a trip to Scandinavia,
          then the sentence is structured what they want.

          Sales have doubled by using the...

          "So that I can help you the best,
          is it ok to ask you a few questions so that I can
          understand [insert desired outcome] then recommend
          some options?"

          The only time you'll get resistance is when
          you think it's in their best interest when it's not.

          Best,
          Doctor E. Vile
          Thanks.


          Anyway, I had this conversation about 1 hour ago and it went, I can say, smoothly. Actually, the "client" (sales representative) wasn't acting really bitchy and it made me feel a bit relieved while speaking. Everything went good and according to the script I wrote, thus I said all the key points I wanted to outline. One big problem, what I saw after re-listening to my conversation, seemed to be about 7 times-said word "like". I assume that because of me being not native English speaker, but I guess it's easily fixable after some times of practice calls. Furthermore, at the last part, I spoke a bit too much continuously and while saying "ok?" one time (to check if the client was involved) in between I haven't waited for an answer and continued straight to another part of sentence. This shouldn't have sounded normal, but still not a big problem, I guess?!

          Anyway, if not these two stuff, all of the conversation went as planned and very well considering the fact as they are searching a people who will consequently get 3 month of training after recruiting.
          Fingers crossed!
          Thank you guys one more time for helping
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  • Profile picture of the author roibert
    Any one knows of a good script to sell business mobile sites to cold callto and to close the sale on the phone please?
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    • Profile picture of the author Jason Kanigan
      Originally Posted by roibert View Post

      Any one knows of a good script to sell business mobile sites to cold callto and to close the sale on the phone please?
      Maybe you should look in the Mobile subforum.

      I posted a script there years ago but am not allowed to link to my own threads now as the owners say that's self-promotion. But others can do it, so that double standard will keep my contributions to this forum limited going forward.
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      • Profile picture of the author roibert
        Originally Posted by Jason Kanigan View Post

        Maybe you should look in the Mobile subforum.

        I posted a script there years ago but am not allowed to link to my own threads now as the owners say that's self-promotion. But others can do it, so that double standard will keep my contributions to this forum limited going forward.
        Hi Jason
        We are looking for a cold call pitch to sell mobile sites to businesses
        but we need to close the sale by cold call because we have call centers in
        different country's so we cant make an appointment to set them up with
        would this be possible?
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      • Profile picture of the author kenmichaels
        Originally Posted by Jason Kanigan View Post

        Maybe you should look in the Mobile subforum.

        I posted a script there years ago but am not allowed to link to my own threads now as the owners say that's self-promotion. But others can do it, so that double standard will keep my contributions to this forum limited going forward.
        The rules seem to be a moving target nowadays and more importantly
        they appear subjective. When did that happen? I post links often and have
        not heard anything ... yet (I guess)
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