Telesales Tip - If You Don't Have a Reason to Call Then There is No Point in Calling

Very often when I run telesales training courses, one of the biggest failures I see is an understanding of why people are calling. Before you ever embark on a campaign of appointment setting and/or telesales you need to understand why you are calling the other person.

Take a few minutes and list the reason why you are making the call:

Did you get answers such as:

• Because I'm desperate for business

• Because my boss said so

• Because I have to make 8 appointments a week to hit my commission targets

• I don't know!

• To make a sale

Or

• Identify the decision making process

• Identify if they have budget

• Identify the problems they face

These are the type of answers I very often get in my sales seminars. It's natural. These are YOUR motivations for calling. They completely miss out the most important factor in the whole situation. Which is:

The person you are calling.

• What about them?

• What do they want, what is their benefit from taking your call?

• Why should they stop what they are doing and talk to you?

Take 5 minutes now to consider the reasons you are calling the other person from THEIR perspective.

If your list is blank then you should seriously consider not contacting people. Realistically if there is no value then there is no point!

Burn this into your sales psyche:

NO REASON = NO POINT!

If you can't develop any reason why there is value in the contact then you have two options:

1) Mark the prospect as a 'suspect' that might be able to utilize your services. More work is needed to develop the reason.

2) If the company is one you really want to begin a dialogue with now then start redesigning your sales process to develop a reason for the contact.

For more information on how to develop successful approaches so you always have a reason then subscribe to the free sales newsletter detailed in the bio below.