1.One call-One sale. Never expect 1 call to work. Build up a relationship or context that makes it seem sensible that you’ve called. 

•  - So ideally, ring first to ask an opinion.
•  - Follow up with an email or letter.
•  - Make a follow up phone call to talk or discuss. Don’t have a specific agenda; try to find out what they genuinely think.  

2. Ask open questions, these that can’t be answered with a “yes” or “no” reply. This is a simple method to help open up a conversation. The more information you’re given, the more doors can be opened.  The more reasons you’ll be able to think of why the person at the other end of the phone, actually needs what you are offering.  An example of an open question would be“If you could improve any area within your business, what would that be?” The opposite is a closed question, where all you will hear is “yes” or “no”. This makes the call hard work. An example of a closed question is “Is there anything about your business you wish you could improve?”  

3.Why obviously?These are the two words that you cannot use over the phone. 

•  - Why – this is a cornering question that asks the recipient for a definitive answer, a complete refusal. It doesn’t allow for persuasion or discussion. Asking “why” often is answered with an aggressive answer. Instead of asking “why” try asking “What is it that puts you off?”
•  - Obviously – Is it that obvious? Are you sure? Haven’t you just inferred the person at the other end of the call is intellectually inferior? There is a limit to how many times you can call someone stupid and they’ll still want to buy something from you. 

4.Objections. An objection is  often perceived as

•  - An argument waiting to happen
•  - A reason to not buy
•  - “Bloody typical, they didn’t just roll over and say yes”
•  - A scenario that will produce a winner and a loser. This is all bonkers of course.  An objection is more often than not the way we describe a question the prospect asks. A question only has an answer. Remove the sense of combat that underlies the way you describe prospect interaction. (It also removes lots of pressure to “overcome objections”

5.Structure your call, don’t script it.Your prospects don’t follow scripts or tailored pre-written answers, so it really makes no sense for you to try to approach them in this way. Understand the product; understand the real benefits and the call will write itself.

•  - Opening – introduction, hello, can you help me? Company and main reason for the call.
•  - Main benefits of the product/service.
•  - Permission to send email, get email address.
•  - Arrange next call date
•  - End call positively.
•  - Make lots of detailed notes.Don’t ask anyone to buy over the phone, but if asked if it’s a sales call, why not be honest and say yes!!!!  When you ring back, don’t worry about repeating yourself. 

 General Help - If you decide that telemarketing is a viable avenue to generate new clients, then easy points to remember are

•  - Speak clearly, slowly and precisely.
•  - Don’t be frightened of questions – and answer them as openly as possible. All requests for more information are good.
•  - Remember the person you are speaking to isn’t an expert in what you do. So try to avoid too much jargon – people are suspicious of jargon.
•  - The British hate to be sold to, but they love to buy!
•  - If the call is enjoyable, it’s more likely to go well!
•  - Don’t think you need to become something you’re not. Be natural and be yourself.
•  - A “Hard Sell” may win you a customer for today, but it won’t grow your business in a sustainable way with clients that come back to you time and time again.
•  - Be realistic. How good can an appointment be? A good telemarketing appointment is a time, date, a good understanding of what the product is and an interest in the product.  An appointment made over the phone is a very good introduction, not a ready made sale.
•  - Be very cautious of telesales companies that guarantee a volume of appointments. How can they? It’s not possible without sacrificing quality.