Ten top tips for Telesales - Leadership insight

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MOVIESTORE/REX

I have been in sales for pretty much all of my career and I am always happy to learn something new and then to share that information with others about the selling process.

Certainly, I have noticed that it has become really difficult to get people’s time now, whether it is through an email or a telesales call. Personally, as an events organiser,  I am pleased to confirm that face to face contact still delivers the best value in sales, but I was intrigued to read these few statistics about telesales that I came across on Linkedin

Valuable Information that every sales person should know:

MOVIESTORE/REX

MOVIESTORE/REX

1. The best time to cold call is between 4:00-5:00pm. The second best is 8:00-10:00am. The worst times are 11:00am and 2:00pm. (InsideSales and Kellogg School of Business)

2. Thursday is the best day to prospect. Wednesday is the second best day. Tuesday is the worst day. (InsideSales)

3. In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today, it takes eight attempts. (TeleNet and Ovation Sales Group)

4. 80% of sales require 5 follow-up calls after the meeting. 44% of sales people give up after 1 follow-up. (The Marketing Donut)

5. After a presentation, 63% of attendees remember stories. Only 5% remember statistics. (Chip and Dan Heath)

6. 70% of people make purchasing decisions to solve problems. 30% make decisions to gain something. (Impact Communications)

7. Each year, you’ll lose 14% of your customers. (BusinessBrief)

8. Prospects that buy have 58% more objections than prospects who don’t. Learn to appreciate objections as they provide opportunities to solve customer problems.

 9. The number one reason Customers buy from you isn't service, selection, quality or price -- it's your confidence! (Guerilla Selling)

10. Jab, Jab, Jab , Hook as Gary Vaynerchuck says. Constantly give value before asking them to buy your product or service. Or to put it another way Reciprocity - the practice of exchanging things with others for mutual benefit.  

frazer.chesterman@mackbrooks.com