Telemarketing Software Featured Article

Leverage Your Telemarketing Software for the Qualifying Process

June 28, 2011
By Susan J. Campbell - Telemarketing Software Contributing Editor

When telemarketing is an important part of your sales and marketing department, you want to have the right tools in place to make your efforts on the phone as productive as possible. Telemarketing software can go a long way toward ensuring your efforts are maximized and revenues strong. 

This recent Eyes On Sales article focused on telemarketing software and certain intricacies that take place during any telemarketing call. For instance, many a telemarketing call is used to qualify a prospect. Did you ever consider that the prospect may also be qualifying you and your offer? In fact, the latter is more important to the sales process than the former. 

In the process of qualifying the prospect, investigating needs, developing a solution and creating real value for the prospect, overcoming objections and other steps; sales reps often see a prospect’s questions as worrisome or an indication of an upcoming objection. And, when the questions and actions of the prospect are treated as those of an enemy, the sales rep clearly misses the opportunity to make the sale.

Then again, perhaps the prospect is not asking questions before making a purchase and is not ramping up for objections and then refusal. It is quite possible that the prospect is merely conducting their own qualifying steps to first determine if the conversation is one worth having. Getting to that point is golden in any telemarketing software offering. 

In fact, the telemarketing software that you have in place can help you deal with the prospect who is trying to qualify you. As the sales rep, you are going through a qualifying process and the customer is doing the same thing. When you recognize the sales process overall involves both parties acting as the qualifying party, you can completely change the way you utilize your telemarketing software. 

At the same time, you have the ability to relax and realize that the prospect’s questions are just as important as your own. You can customize your telemarketing software to reflect this dynamic and address each prospect’s questions for what they are: a legitimate desire to determine who you are, what you have to offer and why they should want to patronize your business. 

Treat the entire process as a qualifying process on both sides. You are more likely to find the process to be a fun one; while you can also enjoy the fruits of your labor. Provide the information your customers need in such a way that they see a reason to do business with your company. In doing so, you’ll derive the most value from your telemarketing software.

Susan J. Campbell is a contributing editor for TMCnet and has also written for To read more of Susan’s articles, please visit her columnist page.

Edited by Juliana Kenny