How To Be The Best Outbound Telemarketing Company?

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How to be the best outbound telemarketing company? There are two basic types of sales representatives: inside or telemarketing representatives and outside sales representatives Each type of sales representatives needs to follow certain procedures to successfully make a sale. Telemarketing and outside sales representatives need to know how to qualify leads, present products and services effectively, overcome any objections and close the sale. There are a number of telemarketing and sales tips that can help improve a salesperson’s performance.

Develop Sales Script

Telemarketers should develop a sales script that keeps the sales presentation flowing in a logical manner. Do not read from the sales script but use it as a guideline, according to the article “Telemarketing Tips” at Leadership Tools. After the introduction, the sales script should enable the telemarketer to present key benefits of a company’s products and services, and encourage the prospect to ask questions. Outside sales reps should also have a particular pitch in mind before contacting their customers, and then use all available tools like product manuals and laptop presentations to make the sale.

Develop Rapport

Develop a rapport with a prospect right away. Do not go directly into the sales pitch. Ask the prospect how their day is going. Try to find out what hobbies they like. This strategy works especially well with current customers. It behooves the telemarketing or sales rep to remember tidbits about customers when they call on them again. Developing a rapport with the customer demonstrates that you have an interest in them. Small talk can help you ease your way into the sales presentation.

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Ask Questions

Questions can help you figure out what your customer’s needs are and what possible objections they might have to the sale. Ask a lot of questions during a sales call–whether in person or on the phone. Questions should be centered on benefiting the customer, such as: How much additional business could you potentially get with our marketing consulting services? Do you see how our new HEPA air filter can help your allergies? Asking questions also helps you better qualify a prospect. For example, if you are selling a home decorating service, you need to find out how much a potential customer wants to spend on such a service. You do not want to waste your time on a customer who cannot afford your services.

Be a Consultant

Make yourself knowledgeable about the company or client to which you are presenting. For example, a real estate agent needs to know the type of home and price range the client desires. He should then be honest in his opinions about certain homes and whether or not a house fits the client’s taste. Similarly, a marketing consulting sales rep should understand what problems a business client is facing in its industry. That way she can take a more consultative approach in introducing her company’s services, demonstrating some of her skills simultaneously.

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Know How To Overcome Objections

There are certain common objections that telemarketers and sales reps face, depending on their industry. For example, a software telemarketing or outside sale rep may need to overcome objections on their high price, or even the fact that a competitor’s products have more features. The best way to handle an objection is to bring it up first, according to software marketing expert, Ted Finch, in his article “Overcoming Objections” at Chanimal. Whatever the case, all telemarketers and outside sales reps must overcome objections to make a sale.


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