Telemarketing Software Featured Article

How to Create a Great Telemarketer

September 01, 2017
By Paula Bernier - Executive Editor, TMC

Working the phones as a telemarketer is tough. People on the other end often don’t want to hear from you as they may express their frustration, even yelling at you. And if you’re new to this kind of thing, the prospect of that, or not knowing answers and becoming tongue-tied, can cause great discomfort.

But, as GSA (News - Alert) Business Development explains, with some training, the correct tools, and advanced planning, organizations can position their telemarketers – especially the new ones – for greater success. In a recent blog, GSA explains how.

You’ve heard about the law of attraction. Positive attracts positive, as they say; the reverse is true, as well.

So, in interacting with people, telemarketers need to remember to be upbeat. They should stay positive, no matter the reaction of the person on the other end of the phone. And they should avoid sounding stiff, as if they’re reading from a script, GSA says.

Instead, telemarketers should try to relax a little and express genuine interest in those with whom they’re interacting. As much as people act like they don’t want to be bothered, everybody wants to be heard and understood. So it’s helpful to remember that when reaching out to customers and prospects.

But it’s about more than just talking. You need to listen too. Telemarketing training software can help people expand their skills in these areas, GSA says.

Part of being natural stems from knowing what you’re doing. So, organizations and individuals that plan ahead, know their target customers, reach out to the most appropriate contacts, and are able to quickly and succinctly communicate their value proposition, are positioned for the greatest success, notes GSA.

So are those who do the most outreach. No surprise there.

Woody Allen famously said “Eighty percent of success is showing up” (or something along those lines). Indeed, the more you work at something, the greater your change of success. That said, GSA suggests that telemarketers try to make 100 calls per each seven hour day.

GSA notes that “making sufficient calls enables you to build your warm call-backs, and this becomes your sales pipeline. If you’ve been making enough calls over a reasonable period of time, a good percentage” of them will be at times when prospects expect your call or a contract is ready for renewal.

Also keep in mind the other famous saying: no pain, no gain.

Telemarketing is a tough business. No doubt.

So those who build up a thick skin against rejection are best positioned for success. Building a strong exterior typically involves feeling – and being – prepared for the job at hand, and having counter arguments ready when customer and prospect objections arise. 

Edited by Mandi Nowitz