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How to Develop Your Telesales Skills
The great thing about selling over the phone is that there clear things you can do to improve your telesales skills and see a positive impact on your results.
Read sales books
One of the easiest, most economical, and most effective ways to improve your knowledge and skills is to purchase and read books that have been written on how to improve telephone sales skills. The good news is that there are plenty of other people that have gone through what you are doing and have figured out some of the things that you can focus on doing to get better and have put this knowledge into books that you can read and learn from.
Don’t try to do it on your own and try to reinvent the wheel. Access information in sales books from others that have been there, done that, and mastered it. The caution here is that there are many different sales books out there. Some are better than others. But most sales books should provide you with at least a few nuggets that you can take and incorporate to see a positive impact on your telesales skills.
Go through formal training
One step above reading sales books for developing telesales skills would be to attend some sort of formal sales training. This would be a structured format where knowledge is transferred to you and could be in many different forms. There are webinars that you can attend that are either free or for a low cost or there are more formal in-person sales training seminars and workshops.
As with anything, the in-person training will likely have a bigger impact on your development than the virtual training options. But webinars and web-based training can not only be less expensive, it is also less intrusive from a time commitment standpoint.
Learn from others
If you are working in a telesales job, it may be the case that you have other people working around you that are doing the same job as you. One way to learn and develop your skills is to watch others around you.
There are likely people that are doing well and others that are not doing as well. There is something to take from watching and learning from both – learn what to do from those that are performing well and what not to do from those that aren’t.
Work with a coach
One way to improve telesales skills is to work with a sales coach. This would be someone that you work with on a one-on-one basis and they help you to develop and get to the next level. This could be someone you work with like a manager or mentor or it could be an external sales coach that does coaching as a profession.
Whether you are working with a coach or not, finding someone to sales role-play with can be a very powerful exercise to help you to develop. This would be practicing different sales situations with someone else.
One powerful habit to get in is to reflect back after different calls while working to assess what just happened. Reflect back to think about how things went – what went well, what could have gone better? Identify what objections the prospect might have had and how your responses to those impacted the call.