Sales jobs in general, and telesales in particular, are generally flexible and can offer very attractive income levels if the salesperson has good abilities and skills. For those who have years of experience in telephone sales, everything seems familiar with this line of work. However, for newcomers to the profession, unfamiliarity and lack of skills in the job are major obstacles to staying in the job, while also limiting income in the early stages. So, is there a way for you to easily get started in telesales and be most effective? Follow the methods below.
But first, you probably need to briefly review the concepts and factors that influence this work before exploring it in greater depth.
What is telesales?
For clarity, let's divide telesales into two parts semantically.
- Telephone: phone.
- Sales: sales
Telephone sales.
Telesales refers to the work of selling products or services over the phone. Typically, telesales representatives will call customers to promote, advise, and sell products/services based on customer data provided by the company or data they have gathered themselves.
Telemarketing is currently mostly operated and conducted based on the platform. Call Centerinstead of using personal phones as before.
Is telesales a high-paying job?
This depends on your abilities. However, it is usually not low for those who are capable and diligent. The current salary range for telesales positions varies. typically ranges from 7 to 20 million per month.
Income from telesales is usually calculated = Base salary + KPI bonus + % commission on products sold.
If you are diligent and have the right qualities, this is a job that can help you achieve your dream income.
See also: Telesales jobs with attractive salaries
Are you suited for this profession?
Becoming a telesales representative is not difficult, but to do this job well, you need the following qualities:
Regarding skills.
- Good communication skills (Very important in sales; you don't need to talk a lot, but you must speak well)
- Customer reading skills.
- Negotiation skills.
- The ability to analyze situations and propose solutions.
- Relationship maintenance skills.
Regarding virtue.
- Honesty and integrity (Very important if you want to stay in the profession long-term and advance)
- Good ability to handle pressure.
- Always strive to improve, learn, and be humble.
√ If you possess all of the above qualities, you are ready to become a promising telesales representative.
Many of the essentials you need have been compiled by Bellsystem24-Vietnam in the following topics. You should refer to them to enhance your skills and knowledge in your profession.
- How to professionally schedule a customer appointment over the phone
- A smart way to handle customer refusals in just 2 steps.
Effective telesales methods.
In sales, the number of customers you connect with is far less important than how long you connect with a single customer. Keeping a customer captivated by your story for 5 minutes, 10 minutes, or even tens of minutes demonstrates your skill in reading and understanding what that customer enjoys and what they want. – Here, we're talking about understanding customer psychology, which is an art. Mastering this art gives you more than 50% the ability to sell.
In sales in general and telesales in particular, understanding customers' thoughts is extremely important. Understanding them is not to deceive them, but to easily provide them with what they need. There are ways to read customers' thoughts through communication characteristics.
When it comes to direct sales, things seem a little easier because you can read customers through their appearance, gestures, and eye contact. However, in telesales, you have to explore their soul based on their language, breathing, and voice characteristics (pitch, speed, volume, etc.). Here are some techniques to help you recognize and read customers through their voice.
Technique 1: Stimulate customer demand.
Customers do not identify their own needs until their needs are stimulated. Research customer information based on the available database (usually stored on Call Center CRMBefore making the call, consider what their interests are and start by leading them from those interests to the issue you want to address. Remember, customers often wait for their needs to be stimulated. Make them crave ownership, just as we crave the latest iPhone.
Technique #2: Sell yourself before selling your product.
Telesales doesn't have the same advantages as face-to-face sales, where you can show customers your sincerity through facial expressions. Selling over the phone requires a higher level of skill. It may sound grand, but all you really need is to be sincere, listen, understand, and share. Don't rush things just to close a deal or make a sale. Take your time to express empathy with customers. Because if you rush, customers will easily realize that you just want to sell them a product. It's best to win customers' affection by listening more.
Technique 3: Don't focus too much on the product.
Many telesales employees always want to prove to customers that their product is always number one, so they focus on presenting product information and features smoothly without paying attention to customer perceptions. In fact, customers are bored. Customers are smart enough to understand which products are better on the market. Instead of polishing the product by smoothly explaining a series of product information, take your time to wait and see how customers react. Do they have any questions? You can even be honest about the product's shortcomings. For example: Compared to Company A's credit card, our credit card is not as diverse in terms of promotional partners, because our company has just entered the market and has not yet expanded its partner network. However, we have special policies for customers who register to use the card for 2 years.
Helpful articles for you: How to handle customer rejection in 2 steps.
Technique 4: Visualize/sensualize the product.
Use onomatopoeia, ideograms, and descriptive words such as: Smooth as velvet, warm as autumn, sparkling with sequins, etc. to increase customers' ability to associate when they cannot see the actual product. Always remember: Customers do not buy products with reason. They buy products with EMOTION and evaluate with REASON.
Technique 5: Make reasonable appointments.
Don’t rush into making an appointment or closing a sale. Take your time to let the customer know that you care about them. Call the customer several times before making an official appointment (unless the customer requests an appointment). Also, ask the customer clearly about the time and place where the customer can meet you.
See also: How to professionally schedule a customer appointment over the phone
One point to note here: The client may accept the appointment just to get it over with. You can tell by the superficial signs from the client’s voice. In many cases, the client agrees with answers like; OK, okay, ukm,.. just to be polite, be careful because you may be “left standing”.
Technique 6: Maintain regular contact.
Regular contact with customers is a nurturing strategy that needs to be done regularly and appropriately. It is just asking about health and being polite but it will bring you long-term customers in the future. Don't contact customers and focus only on selling!
