| How do you get your sales team solidly behind your | | | | Develop an appropriate script for each scenario.- |
| telephone sales campaign and telephone sales | | | | Make sure that your script includes answers to the |
| goals?Here are 5 Training Tips for Sales Managers:1. | | | | objections your sales team is bound to hear.- Make |
| Identify your goals- Identify the goal of your | | | | sure that your scripts are well written and in |
| telephone sales campaign.- Identify the goal of every | | | | "spoken" English.- Test and refine your scripts.4. |
| telephone call your team will make. (These may differ | | | | Report- Have a method in place ahead of time to |
| from your overall campaign goals.)- Know the | | | | track all calls.- Track all calls.- Make sure that your |
| difference between your campaign goals and your | | | | sales team reports all unusual or unexpected sales |
| individual telephone call goals. (For example, if your | | | | scenarios.- Analyze those unexpected scenarios and |
| team is making calls to set new business | | | | adjust your plan and scripts accordingly.5. Trust your |
| appointments, the goal of the call is the appointment. | | | | sales team- Once you have planned your campaign, |
| The goal of the overall campaign is to gain new | | | | communicated all of your goals and trained your sales |
| customers.)2. Communicate your goals- Make sure | | | | team, give your team a voice and decision-making |
| that your sales team understands your campaign | | | | power in handling prospects and customers.- Trust |
| goals.- Make sure that your sales team understands | | | | that your sales team will handle calls appropriately and |
| the goal of every individual call.- Make sure that your | | | | professionally.- Your trust will result in better morale, |
| sales team knows and understands the difference | | | | better effort and better results.© 2005 Wendy |
| between the campaign goals and the goals for | | | | WeissWendy Weiss, "The Queen of Cold Calling & |
| individual telephone calls.3. Plan your campaign and | | | | Selling Success," is a sales trainer, author, and sales |
| your calls- Plan out every potential sales scenario.- | | | | coach. |