Telemarketing Software Featured Article

Perfecting Your Sales Calls with Technology and Dedication

January 07, 2014
By Nicole Spector - Contributing Writer

Running a business is tough and for many organizations, success starts (and can easily end) with phone calls. It's a hot topic in the telemarketing world. Recently TMCnet provided commentary on Olivia Cole's Business2Community article that outlined the "six ultimate sales fails."

It turns out that good phone manners, graceful persistence, and up-to-date call services technology can help prevent loss of sales, but the story doesn't end there. A prosperous telemarketing operation should be able to master, via technology and dedication, an excellent follow-up call that not only helps a company keep business, but promotes growth. In a separate article for Business2Community, Lauren Licata proposes "the anatomy of a perfect sales follow-up."

Licata has five "techniques" (quite frankly, they come across as ironclad rules) that she proposes to salespeople keen on securing new business. All of them require a savvy salesperson that is on top of his/her game. They also require —or greatly benefit from — technology.

Firstly, Licata asserts, the salesperson must "maintain all information about the client or prospect." To do this effectively, you'll need a sales tracking and customer relationship management tool that enables you to pull up information on the spot.

Secondly, you'll want to "document all follow-up actions." Sure, you could bust out the pen and paper for this, but that's just a disaster waiting to happen, especially since each client will have more than a Post-it's worth of needs. For this you will need a tracking system to take inventory of each client.

Licata's third golden rule is to "contact the client or prospect within a reasonably short time period." You may not need technology for this, but it certainly would help since you'll probably want reminders of when to reach out and to whom. Contacting the client not only reminds them that you exist; it gives them an opportunity to tell you what they want, and possibly what you're doing wrong. Communication is key in any relationship, business ones included.

"Don’t let the prospect get away if ‘no’ is the answer to the questions above." This is somewhat awkward phrasing, but it comes down to this: even if it's looking like you can't meet your prospective clients’ needs, don't abandon the mission. Some people require a little more persuasion and proof that they are making a sound investment. You may have to ditch the phone and set up an in-person meeting to make your dedication clear. The final technique Licata recommends is to "ask for the sale." Here's where you got have a bit of chutzpah, and unfortunately technology can't (as of yet) provide you that. You've come this far, so go for it. If you get turned down, find out why and consider what you hear a bit of constructive criticism.

All of Licata's suggestions are strong, but each is a pretty tall order in its own right. What technology can enable a salesperson, who is possibly making countless calls a day, to stay on top of all these tactics? One technology provider that comes to mind is VanillaSoft. Specializing in lead management software for outbound telephone sales, VanillaSoft offers pretty much all the resources Licata's list demands. One big perk of its services is that it allows sales reps to send emails while on the phone, which, like the call, is tracked and added to the customer's record. In an effort to go beyond the basics and create a community, VanillaSoft provides an online forum for users to share ideas, and offer advice to one another.

Edited by Rory J. Thompson