These turbulent economic times are forcing many companies to be more aggressive in their sales and overall revenue acquisition efforts. As a result, owners of struggling businesses are increasingly looking at telemarketing as a method to drum up more business. Agents who are good at engaging customers quickly, and slow to get discouraged by rejection, have substantial opportunities ahead providing they can overcome the #1 killer of effective phone sales…fear.
Listed below are a few key concepts that will help you overcome dread of the “One Hundred Pound Phone” the next time you are dialing for dollars.
1. Understand how you see a problem, often is the problem.
If you envision the prospect viewing your call as intrusive, that’s how you are going to come across on the line, nervous and pensive. Most people are so time pressured today they are perpetually behind on tasks they need to complete, both at business and at home. So instead, see yourself as someone who can help the prospect take care of an issue or solve a problem, and as a result give them one less thing to worry about.
2. Use the number one phone-fear killer…action.
When all else fails, and you are pacing the room wondering what the person on the other line is going to say; when you are hoping you will get their voicemail and a brief escape…just pick up the phone and dial the number. It forces the issue. Know the worst thing that can happen to you is nothing! You were not getting business before the call, and if they say “no” you won’t be getting business after the call. Again, the net impact is nothing. As my friend Bruce Micciulla with NOVO1 Contact Centers says, “See the phone as an ATM machine!” Once you realize that every call translates into dollar bills, fear melts and confidence grows.
3. Be persistent!
I once knew a guy that was a tremendous sales heavy hitter. I was struggling at the time, so I was always curious about his mindset. One day I asked him a simple question. How did he get to be such a sales big shot? He replied “Big shot? I just keep trying and keep learning. I’m no big shot. I’m just a little shot that keeps shooting!” In phone sales, it is persistence (in learning and doing) that pays.
If you keep dialing and making attempts, eventually you are going to improve and begin capturing sales. That is, if you don’t quit. This allows you to see every call as a success…either you further honed your skills because of what you learned on the call or you captured the sale. Keep trying and good things will happen. It is a mathematical certainty. The first calls are the toughest because of fear of the unknown. Power through your first 20, reevaluate what you learned, apply it and you will be well on your way!
Chris Brown - Senior Vice President, Frontline Performance Group
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