Best Practices in Training for Telesales

1. Best Practices in Training for Telesales Successful Telesales Strategies Cold Calling might be dead, however, the telephone definitely isn’t. Many Inside Sales Professionals successfully use the telephone in conjunction with email and Social Media to “connect” first with buyers and then establish relevance to prime the call before picking up the phone. Using the telephone to generate demand is still possible, but we need to be much smarter and much more targeted, than simply working our way through a spreadsheet. Does Cold Calling Work? 1.69% of buyers accepted calls from salespeople in the last 12 months. 2.71% say they are happy to talk with salespeople when they are looking for ideas to improve business results. 3.60% of IT Buyers want a cold-call from salespeople first. It may not be fashionable, and it may not be your own personal favourite, but nevertheless, it is the world’s number one Sales Tool. The telephone has been abused, misused and the weapon of choice for some of the worst sales strategies and sales techniques, hence the words Telephone and Sales are now not always popular bed mates. In many cases Inside Sales teams never receive formal training for telesales and more often than not they are working ad-hoc based on one persons experience. Definitions Training for Telesales Before we go on it’s important to first establish some common ground on the basics of telesales training. 1 What is a Cold Call? A Cold Call is when you telephone a complete stranger who is not expecting your call. 2 What is a Warm Call? A warm call is when you call a complete stranger who is expecting your call because you may have emailed, or sent something in advance telling them you would call.

2. The success rate of Warm Calling jumps to 40% with a personal introduction to a buyer and will be anything between 3 and 40% when you send information in advance, but this is largely dependent on what you send and your value proposition. In some industries, cold calling has an amazing conversion rate but less so in others, so like many other things the context is important. Inside Sales Training Many of us have had more than one negative experience with a cold call where the caller was less than professional and this unfortunately continues, as so few people have the necessary skills to make an effective telephone call or the appetite to learn. When we Cold Call we run the risk of damaging our brand, and this is where training and coaching have their place. Modern technology has killed the art of voice communication. Auto-dialers, Text, Instant Messaging and Email are now the preferred form of business communication and for many picking up the phone is the last option. In our personal lives, we are also happy to text or message our family and friends rather than phone. This is further echoed by younger generations who have moved completely away from voice communication which ironically is often the least used App on the modern telephone. The way companies buy has changed and evolved over the last 40 years, which has forced us to change the way we communicate and sell. This has cast a question mark over the effectiveness, or lack of it from Cold Calling. Like everything the best way to get real results from cold calling are by providing effective training for telesales which is then supported by on ongoing coaching and practice. Marketing vs Telesales Many marketers will claim that Cold Calling is not the most effective use of your Salespeople’s time and they have the statistics to prove this. Where this falls down, however, is that marketing is reactive which means we have to wait on a prospect finding a blog, a white paper or a video and then hope they respond or contact us. Sales is a pro-active sport and if there is a C – Level buyer that fits our prospect profile why wouldn’t we call them? Visit https://www.skilldom.co/ for eLearning Library, Digital library professional skills, Skill development companies, eLearning providers, eLearning companies India, LMS, Learning Management System, Learning Experience Platform, AI based learning platform, VR based learning platform, Customized Learning Solutions, Content Developers, Digital Content Partners, Blended Learning companies, Bite Sized Learning.