Getting to Yes on the Phone

Telemarketing is a necessary evil for many businesses and if you don’t have the right sales script, getting to yes on the phone can seem like an exercise in futility. You’ve already got one strike against you in that most people do not like to be approached on the phone, but you’ve also got something more powerful in your corner – the ability to help a consumer.

By focusing on this ability and working hard to make this the initial part of your pitch, you can easily start to see an increase in the amount of new clients, even if you are cold calling. Whether you are an experienced pitcher, or you are just starting out, here are some tips to help you get that yes in less time and with more regularity.

Focus on Their Needs

If you’re in the loan modification business, mortgage industry or debt reduction business, it is necessary to put yourself in your lead’s shoes. They’re going to be feeling some shame about their situation and they may be feeling a bit desperate. Depending on how bad their individual situation is, they may be desperate for a hand up.

In this industry, you’ve got another caller that will help you reach your goals a lot quicker – collections companies. Chances are your leads are already besieged with these calls and they want to make them stop – and this is where you come in.

By focusing on what each lead needs, you’ll be able to forge not only a client/business relationship but also a relationship based on trust and assistance. Too many companies look at their leads as just names on a sheet rather than people who are in a difficult circumstance. If you can put yourself in their shoes, that is going to resonate with them – and they’re going to want to hear what you have to say.

Improve Your Sales Process

Having a good sales process is another step in getting to yes. If you’re bumbling about and don’t have a clear a to z strategy, it’s going to show. Your leads are expecting expert help, and your sales process needs to reflect your expertise and your professionalism.

Take the time to go over your current process and see what isn’t working. Is it your lead gathering technique, the actual sales script or simply your approach that is off? If necessary, enlist the help of family and friends to see what may be going wrong. Often, we get too close to a situation and it can be difficult to pinpoint the area that needs the most help.

Above all, your process should be smooth and logical. If you can perfect that, and focus on the benefits and what your leads are really looking for, getting a yes will be a natural progression. Cold calling may not be the most enjoyable exercise for a business, but it is one of the most proven ways to get new clients. By making it work for you instead of against you, your business will definitely reap the benefits while avoiding the pitfalls.