Not everybody can be a great salesperson — it takes real determination to succeed in a competitive industry. Here's what makes a good agent and how to recruit the right way.
To succeed in telesales, it's essential to develop a solid work ethic. Persistence almost always pays off, and the old adage that sales is a "numbers game" remains as true as ever.
The culture within your contact centre makes a huge impact. "Happy People Sell" is a mantra that's as relevant today as it's ever been. Staff who feel bored or unappreciated will typically convert at lower rates than their happier counterparts. Making your office space fun, friendly and inclusive is a huge step towards closing more sales — and it doesn't have to be expensive.
Although many assume salespeople need to be loud and aggressive, introverted agents can absolutely become masters of the art. Once the drive and determination are there, quieter people often bring a refreshingly different selling style.
It's also vital to understand what your clients want to hear and build a pitch that addresses their needs. Think about your target client and construct your questions around your ability to solve their problems.
Never assume a loud, aggressive agent will close more sales — you might be surprised at the results different personalities can bring to your floor.
In telesales and direct marketing, your client data is probably the most important asset you own. A poor quality data set can undermine a campaign at best and destroy it at worst — and none of that is in your agents' control.
Use data to identify when agents perform well and when they struggle. This insight improves your training and processes, giving everyone a performance boost. At Blue Telecoms, we encourage teams to build on weak spots and share knowledge — creating an environment where every member becomes more productive.
Being a great telesales agent is mostly about wanting to achieve it. If you're open to new ideas — opening lines, rapport building, closing techniques — you'll always perform well.
It's almost always better to employ someone who's hungry to succeed rather than an extremely competent salesperson who might coast. Give anyone who appears eager to learn a chance, and leave your preconceived ideas about what a "good salesperson" looks like at the door.
Blue Telecoms provides the dialler technology and support to help your team close more deals, every day.