Top Mistakes that Telemarketers Need to Watch Out For

There are times when salespeople forget that their selling is not just making sales it is to build a positive business-to-business or a business-to-consumer relationship. If they focus too much on sales and do hardcore selling tactics, their prospect customers would feel annoyed and frustrated since they would think that the person on the other line only wants to take money out of their pockets. This is one of the most common mistake telemarketers commit. Listed below are common telemarketing mistakes they should know be aware of:

1. Not being able to see how deep is the rabbit hole

A lot of times prospects feel uncomfortable talking with telemarketers that they answer questions vaguely and without deeper meaning. The bad thing about this is the feeling of uneasiness may also be caught by the telesales person thus making them stop asking more in-depth questions. Let's take a look at a few examples:

→ When their client just says “I need a website.” and in a blank tone, the telemarketer may feel that their prospect is uninterested, preventing the salesperson from asking any further questions. In this case, the telemarketer should provide the company’s website and at the same time discuss what they can find in the website.

→ When their client just says “I need a new cellphone.” and still with that blank tone. The professional telemarketers should ask questions like what kind of features would you want in the phone and probe further. Remember that in order to get to the core of the onion one should peel it first.

2. Not building rapport

The most basic foundation of all sales transactions would be the trust between the salesperson and their customer. If the prospect does not trust the salesperson most likely they will not buy from that business. Worst they will tell other people any bad experience they may have thus tarnishing the image of the company. We don't want these things happen.

Therefore in order to build the right kind of trust between the salesperson and the customer, rapport should be built. Always remember that first impressions last.

Probing is a great way to build rapport. The salesperson should ask their clients questions that would ultimately lead to their main needs. But the value of probing should be kept in a professional level. Salespersons should not ask probing questions that would be too sensitive to the ears of their prospect customer like asking for financial status or any other sensitive data. Telemarketers should show interest when talking to their customers and not sound like robots.

3. Being unfamiliar with the products and services

Telemarketers should have a great deal of familiarity with the products and services that they are offering. This would ensure them that they can answer any question or even objections being thrown at them by their customers. If the salesperson would sound unfamiliar with what they are selling, the prospects would think that something is not right with the product or service. This would then lead to cancellation of orders or business transactions brought upon the client.

These are just a few of the top mistakes that professional telemarketers do. Salespeople should have the capacity to learn from their mistakes in order to provide better service to their clients and their marketing campaign.