The following is a Guest post by Mike Brooks, AKA Mr. Inside Sales.

One of the largest dupes telesales professionals tumble into is the “Just Send Your Material” objection. In their enthusiasm to set up leads to call back, majority of the telesales professionals will agree and send their demos, quotes, and other information believing that they at least have a luck to close the sale once they call back. However, the question is: “How many individuals who tell you this objection actually close?”

Most likely, if you’re like most telesales professionals, the answer is “very few”. So, how do you handle this obvious brush off? The experienced telesales professional utilize cautiously prepared telephone scripts to manage objections like this and to get prospects to reveal how interested they really are.

Below are top five telephone scripts to help split the real buyers from those prospects who will end up wasting your time:

“Just Send Your Material”

Response #1:
I’ll be happy to do that __________, but until we know if this is truly a fit for you, we’d be wasting your time.  If you’re sincere about learning how this can actually help you, then I’d propose we take a couple of minutes right now to discuss your situation.  After that, if you’re really interested, I’d be glad to get something out to you – is that fair?”

Response #2:
“I’d be happy to _________.  Quick question though and please be honest with me: When do you think you’ll be serious about moving on to something like this?

Response #3:
If you like what you see, when would you be ready to place an order?” Or, “Sure, and after you review it, how soon are you looking to make a decision on it?”

Response #4:
“Before I do, I want to make sure you’d be ready to act on it if you like it.  Let me ask you a quick question: (Ask qualifying questions on budget, decision-making process, etc.)”

Response #5:
___________, my experience is that information like this, even when it’s this good, usually just gets buried under a stack of paper and that doesn’t do either one of us any good.  Now that we’re on the phone together, I can answer any of your urgent questions and then you’ll be in a better position to make a decision whether or not it makes sense to send you information.  Let me ask you about your needs for this type of (your service or product).”

If you found this article helpful, then you will love Mike’s Ebook: “The Complete Book of Phone Scripts,” 110 pages packed with word for word scripts and techniques you can begin using today to make more appointments and close more sales.  You can read about it by clicking here: http://www.mrinsidesales.com/scripts.htm

The following is a Guest post by Mike Brooks, AKA Mr. Inside Sales.

Most telesales reps hate getting objections.  Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they’re going to pay the rent.  Sound familiar?

When telesales reps ask me how they should handle objections, they are often surprised by my answer.  I tell them they should never answer objections.  When they look at me like I’m crazy, I explain:

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The following is a Guest post by Mike Brooks, AKA Mr. Inside Sales.

So many times our telesales prospects aren’t really interested, but they either don’t know how or won’t come out and tell us. Instead they will say things like, “Go ahead and send me the (information, brochure, demo) and I’ll take a look.”  Or, “Put that quote in writing and send it to me.”

When a Top 20% telesales closer hears this, his/her first thought is, “I don’t have the time to do that, and I especially don’t have the time to follow up with an unqualified lead.”

Here are some telesales tips on how they handle it and how you should, too: Continue Reading

The following is a Guest post by Mike Brooks, AKA Mr. Inside Sales.

You’ve all heard the expression that people buy from people they like, know and trust, right? When selling over the phone, the way we establish this is by building rapport.

And just because you can’t see your telesales prospect doesn’t mean this is difficult to do — if you know how.

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The following is a Guest post by Mike Brooks, AKA Mr. Inside Sales.

One of the best ways to determine who actually does make it into your telesales cylinder is to make sure you avoid one of the biggest telesales mistakes that 80% of telesales professionals make when qualifying.  And that is to overlook or not react to obvious Red Flags prospects give during the initial qualifying call.

In their haste or desperation to “generate a lead” or to “fill their pipeline,” most telesales reps will hope that any possible objection they hear on the front end will miraculously go away once the prospect sees their information or product or service, etc.

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The following is a Guest post by regular Telesales Magic contributor Mike Brooks, AKA Mr. Inside Sales.

CHRIS SAYS: As telesales tips go, when it comes to closing sales, they don’t get much better than this! Check out Mike’s fantastic closing tip right here and then get to work closing more sales than ever before, with this simple and easy to follow technique!

I talk a lot about the techniques that separate the Top 20% of the money earners from the other 80%. As you know, this ezine is dedicated to providing you, often word for word, with the exact tools, tips and strategies that you, too, can use to become a Top 20% producer.

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Most telemarketing is generally classified as “cold calling”. Cold calling is when the receiver of the call (the prospect or the customer) has not requested the telesales professional to call the prospect/customer.

Telemarketing is deemed as a touchy marketing. Telesales professionals should be strong and tough enough as negative responses and refusals are common in the telemarketing business. However, although refusals are common in telemarketing or business phone calls, success is very much attainable.

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Many small businesses fail to achieve their full potential despite having great products, because a lot of business owners don’t know how and where to start achieving the goals of their business. It is like enrolling in a gym. If you don’t know what physical build you want and how to get it, you will never achieve it! Indeed, there’s a guideline that must be followed. People call it a training program, which is aimed at helping individuals develop the level of fitness they want.

In the same context, becoming successful in telesales is made up of guidelines. Here’s a training program that is completely tailor-made for you and will guide you as a beginner in telesales.

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All this week has been ‘Mike Brooks’ week on Telesales Magic! Here’s the final of the five articles that Mr. Inside Sales put together for our readers. Its a quickie, but a goodie, on the art of overcoming the dreaded ‘Smokescreen’ objection. No doubt you’ll be seeing more of Mike in the future here at Telesales Magic! Enjoy…

Have you ever answered an objection from a prospect only to be given another one that was completely unrelated to the first one? And then after you battled your way through that one, you got another, then another?

If you’ve been in sales any length of time then I’m sure you have. And if you still don’t know how to handle and even avoid that, then I know you’re hating life – until now! That’s because I’m going to teach you a simple technique that will enable you to avoid that common trap 80% of your competition fall into.  And here’s what you do:

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This is a guest post by regular contributor Paul Archer, of Archer Training in the UK.

TIP #1 – The Phonetic Alphabet
I recall my children learning the phonetic alphabet at school and I remember reading stories to my daughter all about Annie Apple and Naughty Nick and his lost nails.

Great fun and a useful tip when getting people’s names from the gatekeeper is to write the difficult ones down phonetically rather than literally.  Type this into your CRM system so when you get to talk to them, you’re able to say their name perfectly. Spell it as it is said, is the key.
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