DSC Tech Library
Telemarketing Related Information
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The following is an article relating to the telemarketing industry including products and services in our business areas.
42 TELESALES TIPS YOU CAN USE RIGHT NOW TO GET MORE BUSINESS AND AVOID REJECTION
By Art Sobczak
25. You should only talk about your product/service after knowing
specifically how it will solve the problem, meet their need, etc. Then you
can tailor your remarks specifically and personally for the listener.
26. Get feedback during your discussion of benefits: "Do you feel that
would work for you?". "How do you feel that would solve your problem?"
Some trainers might tell you that gives the prospect an opportunity to
tell you "no." Precisely. And that's good. Because if there's a problem,
and they don't see enough value in what you've presented, now is the time
to find out.
27. Avoid the question, "Anything else?" when attempting to upsell. Just
like when a convenience store clerk asks the same question, the answer is
usually, "No." Instead, give them a suggestion, and help them answer. For
example, after they agree to buy an item, or a service, say, "Many of our
customers who get _____ from us, also find that ____ is also very
beneficial for them. What are you now doing/using/buying in that area?"
GETTING COMMITMENT (Closing)
28.This is not the major event in a telemarketing sales call. It's the
natural, logical, validation of the professional sales process up to this
point. But you still must ask. Commitment must be gained on every contact
in order to move the process forward. If there is to be a follow-up
contact, and information is to be sent or faxed, there must be commitment
on behalf of the prospect regarding that material.
29. Ask large. Think big. Buyers will often move down from a large
recommendation, but they rarely move up from a small one. Those who ask
the biggest have the largest average order size. Never suggest more than
is in the best interest of the customer, but not making a large enough
suggestion when appropriate is actually hurting the customer.
30. When in doubt, ask. Do you have a foot-dragger in your follow-up file
who is perched squarely on the fence? Ask for a decision! Get some
movement. A "no" today is better than one six months and 15 additional
calls from now. Move them forward, or move them out.
31. If you're going to schedule a follow up call, get a commitment of some
type. Why would you call back otherwise. If they won't commit to doing
anything--reviewing your literature and preparing questions, surveying
their existing inventory, etc.-they likely have no interest.
(Art Sobczak specializes in helping people say and do
the right things to get more business using the phone and avoid rejection
through his books, tapes, and seminars. See free back issues of his
weekly TelE-Sales Hot Tips of the Week newsletter at