A is for “ask for the sale” or “advance the sale.” Don’t leave a call lingering by NOT asking for the order. Close it, for Pete’s sake. Or if you have a longer sales cycle “advance” it by asking the client for some sort of action (accept a proposal, quote, attend a webinar etc.) and then getting a commitment for follow up DATE and Time. Go here for more information (http://www.telesalesmaster.com/category/closing-and-advancing-the-sales/ )
B is for “body language.” In tele-sales there is no body language. The tone of your voice accounts for about 85% of your message. This means you must deliver your message with conviction. People are more convinced by the depth of that conviction than the height of your logic. (Go here for more information: http://www.telesalesmaster.com/892/uncategorized/)
C is for cross sell. Increase the average value of a sale on 20% of your orders by as much as 25% by offering a related item at the end of every call, when appropriate. You’ll not only educate your customer you’ll put more change in your pocket. (Go here for more information http://www.telesalesmaster.com/946/add-on-selling/)
D is for Discipline… especially when it comes to prospecting (cold calling). Schedule it. Then do it. When it’s time to dial, dial. If your day starts at 8:30, start dialing at 8:30. Or earlier. Not 8:50. Not 8:45. Not 8:35. Arrive on time. Start on time. Stick to it. It is your diet to good sales.