It's during a challenging market that we are forced to return to the basics. In doing so, I have found that many agents are finding that their greatest fear, "Rejection" becomes prominent when they are forced to return to the these basics. Telesales is one of the most challenging sales tools that most agents have. Why you ask. Well, it's simple, they don't want to hear rejection. If you apply the same listening skills, and ask the same open ended questions you typically ask face-to-face, you will find telesales less intimidating.
You must stategize to overcome the pressure. Otherwise, if you succumb to the pressure, it comes through on the telephone as much as it does in person. To overcome this, during our call nights, we have a short meeting to remind everyone to smile on the telephone, because their prospects hear their smiles through the phone. We also remove the chairs, and make all of our calls standing up, with low audible, but up beat music in the background. Sounds crazy, I know! However, the buzz it creates with the sales staff, and the energy passed on to the prospects is phenomenal.
The key is to remain positive, ask open ended questions, listen attentively, repeat back, to let them know you are listening, show empathy, and get the appointment. Once you have the appointment, remember to maintain the same demeanor that got you the appointment, and wait to hear these sweet words, "You're not like other agents we've spoken to!" These words are the indicators of the rapport you have established. Now, build upon it, and make the sale.
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