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Telemarketing is certainly a very challenging task and the caller must have superb skills when we talk about B2B telemarketing. It doesn’t like another B2C call that you can do anytime from anywhere. It takes a lot of patience and well-refined spoken skills to communicate with the prospect very efficiently. When doing telemarketing, your primary objective is to sharpen your skills from time to time and then come on the floor to sell your product.
B2B telemarketing is a unique marketing technique that is used by call center agents to crack big deals or to collaborate with other organizations. In spite of years of experience in B2B telemarketing, there are a lot of telemarketers who commit mistakes in the pursuit to crack sales leads for their company.
Keeping in mind this scenario, the company conducts timely training on improving telemarketing skills which are imperative to bring quality rather than just focusing on quantity.
To bring confidence among the telemarketers, we have listed down the top 10 tips to improve telemarketing skills.
- Refresh your database
As a customer, you would never want to receive the same call from the same person now and then, even after telling the caller not to call.
Similarly, no prospect would want to receive your call if he or she is not the right person for the product/ service you are offering.
What happens, sometimes the person has moved onto the next company and might be not dealing with the stuff you are pitching. So, always refresh your database from time to time so that you can always call the right person without a doubt.
- Listening to the prospect
As a professional telemarketer, your aim should not always pitch your product/ service, but to also listen to the customer and their predictable questions. If you won’t listen to the person on the other side, the call may end on an unfriendlier note.
- Enhance knowledge
Develop your interest in gaining maximum knowledge about all the latest products and services. Being in the telemarketing department, your knowledge is your wealth through which you can give any relevant information to the prospect.
- Conduct B2B surveys
Surveys are always important to survive in any type of industry. And, especially in B2B telemarketing, the surveys sometimes act as saviors.
Build connections, detail out the hidden information for every prospect you are aimed to target for cracking the lead. Take active participation in the surveys list and check the most prominent survey’s of the quarter or year. Improve your ocean of survey knowledge.
- Grab an opportunity to improvise
Organizations conduct timely training to improve the skills of telemarketers. Do not leave any such opportunity because of one distraction or the other.
Bring enthusiasm in the training room and ask the trainer as many queries as you can and discuss those together with others.
- Develop lead-cracking goals
As a telemarketer, your goal should not just to make calls and justifying your job. Cracking a lead and convert the lead into a prospect is a skill. Aim to achieve that skill.
Begin to create goals to crack leads and provoke politely to let them ask for further details in-depth. That’s why companies focus to conduct various training for improving communication skills and customer service support.
- Sound unscripted
We are hearing the same sales pitch for years like ‘how are you’, ‘i am calling from XYZ company’, ‘we are offering you this product/ service’ etc. Every second telemarketer is pitching the same scripted and well-rehearsed sales script on the call.
Now the time has changed so as the methods if you want to crack the prospect’s mind. Whether you speak a bit of script but your voice should sound very natural and genuine.
- Learn from rejections
We have often seen this fact that telemarketers take rejection very seriously and do not bother to improve their sales pitch.
We all know, there is a difference between B2B and B2C telemarketing. The company can afford the rejection from the customer in a B2C campaign, but one rejection in B2B telemarketing could impact huge losses for the company.
So, telemarketers must handle the rejections and learn from them and figure out what went wrong and where was the flaw in the call.
- Matching up with prospect’s expectations
When we are pitching to the client in B2B, their expectations are vast and wide because they see visualize the picture from the overall organization’s eye and not just for own benefit.
Because their one decision could benefit the entire company. So, your product and style of a pitch should have some weight-age to justify the reason for your call and how it can benefit the client.
- Call with attention
Now, this is a very important part if you want to improvise right from your desk.
Sometimes, employees usually sit in very lackadaisical pose and making calls just to justify their day’s task. But, what if the prospect is attentive and shows interest in the product/ service very proactively, you would certainly fumble or sounds lethargic in your sound.
Hence, call your every prospect with three main agendas – attention, attention and pay attention.
Conclusion
B2B telemarketing skills need extra improvement to drive the right push in employees so that the results would be overwhelming and flawless. So, the half-hearted effort is not something workable in B2B telemarketing. You need to call every prospect with whole-hearted attention and keep observation of every said word.
