My primary task in telemarketing is to get the appointment. This involves using certain skills to leading to a point where there is interest in going to the next stage, i.e. the meeting. However, it's equally important that whoever attends the meeting ensures 'closure' to take the relationship further. Closure is not just about getting an order, a sale or of piece of work. It's about understanding the potential clients wants, overcoming objections, looking at options and moving to the next stage which might simply be another meeting or a proposal.
And remember, when your potential client is creating objections this can often be a buying signal. It is important to overcome these objections and always ensure that when you finish a meeting its not a question of simply 'keep in touch' but that is a clear action to follow up and you are moving to the next step.
Next I will talk about techniques in selling. These are not 'tricks' but a means of giving a meeting structure so that the outcome benefits both parties.
