When calling prospect for the first time over the telephone, they must remember that they are not making the initial call to close a sale. They still need to qualify the lead to know what the needs are and what would be the solutions that can be highly recommended. It’s much more appropriate to mention the first name of the people they intend to talk to especially if they were answered by the secretary. By calling the decision maker by the first name, the caller is trying to establish his own sense of authority. Instead of saying, “May I speak with Mr. Roberts, please?”, he might say, “May I speak with Eric Roberts, please?”
In every office, the secretary is always the first person who will answer any calls. That person can be considered as a barrier and in the first place, they are assigned to answer calls to be as such. However, there is one way of trying to sort of break down that barrier by asking the name of the secretary. Then, it is best if the caller will mention the word “help” as this will give the secretary a feeling that he or she is also an important person. People would like to help and that’s one of the things that people have to remember.
Finally, when the caller has finally got in touch with the decision maker himself, it’s also best that he can mention the name of the competition. That way, they can give a sort of comparison with the company of the person that they have called and will tell him about how satisfied the competition was because of what they have offered to them.
There are still a lot of things that anyone will learn if they want to use telemarketing to do the job done in qualifying sales leads which could lead to a successful closing of the deal. If all else fails, the next best thing they can do is to hire professional appointment setters by outsourcing them through lead generation companies.
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