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Everything you need to know before training for telesales

Thinking about undergoing telesales training? Here’s everything you need to know before you get started.

What is telesales?

Telesales is quite simply the act of having phone conversations with potential buyers with the aim of selling a product or service.

Telesales definitions

There are some common misconceptions around telesales, so here are some key definitions to be aware of.

Telesales vs telemarketing

Telesales and telemarketing are frequently confused as they both involve having conversations over the phone about products or services. However, they are distinctly different.

While telesales is focused on selling products and closing deals with existing leads, telemarketing focuses on creating awareness, opportunities and leads.

Telemarketing skills can be useful for telesales agents to generate leads for the future, however the aims of the conversations are unique.

Cold calls vs warm calls

“Cold calling” is a term that is often adopted to describe all telesales activities, but before you start training it’s important to understand the differences between a cold call and a warm call.

Cold calls are made to recipients who have no prior knowledge that you’ll be calling them and is not expecting your call.

Warm calls are made to recipients who are expecting your call and may have even asked for it to happen at a certain time.

Want to make more warm calls? Here are 5 simple ways to turn cold calls into warm calls.

Does telesales work for businesses?

When done properly, yes. Unfortunately, over the last decade, there have been lots of poor telesales strategies utilised by spammers that have given the practice a bad reputation.

However, when telesales is used correctly by trained professionals to nurture buyers through the sales process, it can be one of the most powerful techniques in a businesses’ sales department.

Over 80% of buyers are willing to accept a meeting with a sellers that can demonstrate value and differentiate themselves from their competition
Over 70% of buyers have a desire to talk to suppliers early in the sales process.

What does a telesales agent do?

  • Makes calls and appointments with leads and prospects

  • Guides lead through the sales process

  • Educates buyers about the offering

  • Assists in resolving customer enquiries

  • Handles customer objections

  • Monitors sales performance

  • Closes deals

  • Keeps records of calls and relevant data

What skills do you need to work in telesales?

There are some essential sales skills you need to have a successful career in telesales, including:

  • Communication skills

  • Active listening skills

  • Organisational skills

  • Relationship-building skills

  • Negotiation skills

  • Problem-solving skills

  • Research skills

Ready to add telesales to your sales skillset?

Sign up for our telesales training course – available as a public workshop, bespoke in-house training, or live online course.

Think Selling Sales Training offers a range of courses suited to everyone from individuals looking to develop their own sales skills to companies looking to improve the performance of their whole sales department.

Browse our range of sales courses and bespoke training offers, or get in touch for more information.

Our next telesales skills course will be taking place in London on the 9th of March 2022 learn more here

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