Telemarketing Software Featured Article

Telemarketing Software Alone Won't Help You Reach Sales Goals

December 23, 2014
By Susan J. Campbell - Telemarketing Software Contributing Editor

The end of the year is fast approaching and few know that better than those with a sales quota to meet. If you truly want the best bottom-dollar pricing, call a sales rep today and offer to close before Thursday. If you offer to close before the end of today, you’re likely to get an even better deal.

The point is, sales reps have goals to make and the end of the year determines a lot for them when it comes to the next year. What the sales rep can wrap up in the next few days will determine the baseline for next year, commissions, bonuses and maybe even a salary change. Plus, let’s not forget that annual sales meeting where everyone’s results are shared.

In the telemarketing space, there are a variety of solutions that can help drive desirable outcomes, including powerful telemarketing software. Still, it helps to have the right strategies in place that can help you meet that quota time and again. Fortunately, a recent Business2Community post highlighted what you can do to improve your outcomes. Let’s take a look at this list and how it can apply in your environment.

Always a contract – we often think there is only a contract for the sale, but you really should focus on getting a contract for everything. Confirm with the prospect each time you engage using a mini-contract. In doing so, you outline the time they have and the goals you both want to accomplish.

Understand the buying process – it’s important that you fully understand the buying process before you get to the point where you want to close. How many times have you spent the entire sales process on the wrong person or didn’t understand that higher approvals were needed? Clarify the steps upfront and then plan your interaction accordingly.

Recognize the buying signals – customers give little signals along the way that they are interested – or not – in what you have to offer. In order to get the positive signals, your solution has to solve a pain point for the buyer. If the buyer demonstrates a willingness to solve the pain, a sense of urgency to take action and the authority and budget to make a decision, it’s time to guide them to the close.

Be accountable – while your supervisors have likely put telemarketing software and monitoring solutions in place to ensure you’re doing what you need to do to hit your targets, it’s also important to hold yourself accountable. If you want to drive success, there has to be more invested than those who sign your checks.

Remember, telemarketing software is a powerful tool to have in your arsenal, but it only works as well as you do. To leverage the full benefits, you have to put in the good work. 

Edited by Rory J. Thompson