At Strike Force Sales, we often liken the experience of working in an outbound contact center to engaging in a "contact sport." This analogy stems from the often harsh responses operators receive from gatekeepers and decision-makers alike. After a long day of fielding such reactions, it can feel as though you've been sparring with a heavyweight like Mike Tyson. If you're not resilient enough to keep getting up after facing verbal blows repeatedly, this arena may lead to an early retirement.
So, how can you maintain your stamina, avoiding the blows while landing a few of your own?
The key lies in steering clear of the common pitfalls, especially when dealing with the influx of calls from overseas telemarketers. At Strike Force Sales, rest assured, all our appointment setters are based in Australia—providing a local, personalised touch.
Talking Too Much
One frequent mistake is speaking at your prospect rather than with them. Engaging in genuine conversation and actively listening is crucial. If your prospect isn't responsive, they might have tuned out long ago.
Failing To Close
Fear of rejection often prevents appointment setters from asking prospects to confirm an appointment or engage further. Embrace the possibility of rejection; it's not personal. In fact, hearing "no" is just as essential as hearing "yes."
Following The Script
Relying strictly on a script can be disastrous. When your understanding of a product or service is limited to a poorly written spiel in front of you, you'll falter if faced with questions beyond the script's scope.
Stopping at the First "No"
Don’t accept the first "no" as the final answer. It may be a reflexive response from the prospect to end the conversation. Probe further to uncover any genuine objections.
Are You Interested?
Avoid this dreaded question—it invites prospects to decline. Mastering the balance between open and closed-ended questions is vital to maintain engagement and minimize opportunities for a negative response.
Boredom
Reaching decision-makers can be challenging, and it's easy to sound disengaged during the wait. Stay active and engaged to ensure your energy reflects positively on the product or service you are pitching.
These are just a few of the myriad pitfalls to circumvent for success in this "contact sport." Appointment setting is demanding, and if you can't bounce back after being knocked down, it might be time to explore other career paths.
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