Need More Sales? Business to Business Telemarketing

Be Unique - Having a strong Unique Selling Proposition (USP) can help you gain a distinctive edge in any competitive marketplace. Your USP tells the marketplace what you offer, what makes you different from your competitors and what you£ll do for them that will make them want to do business with you over and above all the other options available. Your USP should focus on what you do best and what clearly distinguishes from all other competing businesses. £

Call to action - So many mailing letters, e-mails conversations and meetings miss this essential part. You have been so busy selling the product or service you forget to tell the customers what you want them to do! Always include a call to action.

Remember this mnemonic and include it in all your sales activities: A= Attract I = Interest D= Desire A = Action.£
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Build Rapport - A friendly handshake, a warm smile and eye contact may be your first experience with someone whose attitudes and decisions can make a difference to your business or profession. Establishing trust and rapport from the beginning is the first step toward a mutually beneficial outcome.

The handshake is a mighty communication tool. The grip should be firm but gentle as this suggests confidence. Smile and make eye contact. Gently pump your hand once or twice and let go .Using the two-handed grip may be a good idea when you honestly want to communicate sincerity and warmth. However, it may also communicate insincerity, two much intimacy and an attempt at intimidation. Use it sparingly and appropriately. If you extend your hand to someone and that person doesn't extend back, just withdraw your hand and go on with your greeting. Unless you've done something really awful, the other person is behaving badly. Always stand for introductions no matter your gender. There are times when the situation calls for our best judgement, but what's most important is that the greeting and the introduction takes place at all. If possible, make sure you have all the names beforehand. If not, it's better to ask than to ignore.£
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Public Speaking£ - As sales people, we are expected to be able to stand up and give a presentation or proposal as part and parcel of the job. Most of us fear the experience.

In order to be successful we should firstly know our subject, then we must believe in what we are talking about and we must be confident. Finally, we should practice, practice, practice. £

Extend your Comfort Zone - Our comfort zone is the area we are happy to work in during our sales presentation; the way that we work, the phrases that we use, the closes that we try ..... in other words, the whole presentation is second nature to us - it's all quite comfortable. Working outside it is going into uncharted territory.£ Not as comfortable as the zone that we know well, but possibly much more effective. Staying comfortable but NOT CLOSING the sale doesn't help your bank balance nor your ego. Climb out of your comfort zone. £

Sales Prospecting£ - Most people twitch at the very mention of sales prospecting, telemarketing or canvassing. If you're telemarketing, what's the worst that can happen? The other party puts the phone down on you. If you're canvassing face-to-face, then the other party can walk away or close the door. Not exactly the end of the world!

So, we suffer a little rejection. A slight dent in our pride. If you accept that you will get a percentage of "No's", then the word has zero impact on you. You are "rejection proof".

So, when you get a "No" in your sales presentation, you are prepared and, therefore, equipped to transform the negative into a positive selling situation. £

Follow-up - You could follow-up with a "thank you" email and include an advertisement for other products you sell. You could follow-up every few months. At the same time as following up ask if there are any other people or companies they know who could use your products or services.£

Sell-up - You could up sell to your customers. When they order, tell them about a few extra related products you have for sale. They could just add it to their original order. £

Listen - Listen to what your prospect want, discover their pains and then ask questions to refine them. Only when you fully understand your prospects needs can you show how your offering can benefit them. Ask questions using words such as; who, what, where, why, when, where and how in order to get them to start talking.£

Plan - Plan what you want to achieve and then work to that plan. If you fail to plan then you are planning to fail! Commit your plan to paper so that you can refer to it regularly. £

Sales Tips created by Nigel Woods of Need More Sales www.needmoresales.co.uk 01444 454546, for B2B telemarketing.