With gas prices at all time highs, many of the salespeople I communicate with are rethinking their lead generation and selling strategies. Instead of driving out and making face-face cold calls more agents are reaching for one of the most effective sales tools ever created - their telephones. Telemarketing has always been a fabulous vehicle to generate good solid leads. Telemarketing gives you the ability to:

• Reach more potential customers in less time
• Lower your selling expenses
• Pre-qualify potential customers before meeting

Let’s take it a step further, if you’re able to setup good quality appointments via the telephone maybe it’s time you considered selling direct over the phone. This is a sales model many industries across the country are utilizing including; insurance, computers, cars and yes, even funeral caskets. The merchant services industry is no different, many acquirers now have their own in-house direct sales force and many successful ISO’s and agents are closing a large portion of their sales directly over the phone.
    Historically there were many challenges to conducting business over the phone; like the need for original paperwork, site surveys, training and installation. As competition has increased, ISO’s have responded to these barriers by retooling their back office procedures and eliminating the requirement for original paperwork and photos. Some more aggressive groups even have support staff that will perform terminal deployment function, such as, reprograms, merchant training and PIN pad swaps.
    Direct sales offers several other key advantages, especially if you have salespeople. With inside sales you control the sales process every step of the way, including; your sales message, pricing and any special offers you want to offer. It’s much easier to monitor inside sales than an outside sales force as attempted contacts and results can be tracked with relative ease. If you’re ready to try selling direct keep these tips in mind before picking up that phone:

Recognize That The Telephone Cuts You Off Visually From Your Prospect

    Studies have shown that over 55% of what we communicate is non-verbal, so you need to be aware that you will have to make an extra effort to establish rapport and ask probing questions throughout the sales process.

Be Friendly

    People buy from people they like, ensure you establish a strong rapport with the prospect and educate them on your products and services before proceeding to the close or asking for any commitment. Be relaxed and conversational.

Create A Complete Sales Script Before Making The First Call

    Start with a pre-scripted sales message to begin with and make adjustments as you get more experienced with the inside sales process. Make sure you know exactly what you are going to say in every situation. And practice, practice, practice.

Keep It Short And Simple

    Business owners have limited time to talk to salespeople, make sure you keep your presentation short and to the point. Only share the information that answers the merchant’s more important question, What’s in it for ME?

Create Good Collateral Material

    Make sure you have a concise and presentable sales letter with collateral material that can be faxed or emailed to your clients. I can’t tell you how many times I’ve seen sub-par marketing or copied brochures given to merchants. The first impression is critical so, create a sales package that is head and shoulders above your competition.

Ask The Right Questions

    Ask probing questions to uncover critical buying motives. Let’s say you’re describing how your processing solution will benefit the prospect and you haven’t gotten a verbal response from them. This is the time to ask a question like:

    Does that make sense to you? How does that sound? Are you with me so far?

    If you are answering a question or concern you should ask a question that verifies that you have handled their objection, such as...

    Does that answer your question?

Let Your Ears Become Your Eyes

    In any sales situation it’s important to listen carefully to responses to your presentation and questions.
    Listen for two things. First what they say. When you get a response listen very carefully to the words they use and analyze and question them until you are clear about what they’re saying. Second, listen to how they say it and the tone of their voice. Approximately 84% of what is communicated on the telephone is through voice tone. If they answer a question one way, but the tone of their voice indicates something else. Stop and get further clarification until moving forward. Say something like...

It sounds like you still have a concern?

This will show them that you are really paying attention and will get them to further clarify their position. If you sense a very positive response in their voice, you have a buying signal and should move forward with confidence.
    By asking the right questions and letting yours ears become your eyes you will find your closing ratio on the phone will increase and so will your sales.
    Maybe it’s time you started dialing for dollars?