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TeleSales Services
TeleSales Services
Listen to this articleA hidden weapon exists inside every office, William Samuels says, one that has the potential to boost revenues, but often is overlooked by entrepreneurs.
No, it is not the fax machine or the World Wide Web. It is the telephone, says Samuels, president of TeleSales Services.
Through his consulting firm, Samuels teaches the finer and more profitable points of how maximizing phone productivity increase’s sales, as well as improves the quality of a business’ services and develops more potential clients.
Samuels can help a business create and train a telephone sales force, including developing scripts and call-planning forms.
“I am a stickler for preparation,” he says.
Whether someone is a sales agent or a CEO, envisioning beforehand what must be accomplished during a phone call is the key.
An effective sales call must make clear to the customer exactly what features or benefits he or she will receive from buying a product. A common mistake salespeople make is to not tell the customer straightforwardly “what’s in it for them,” Samuels notes.
After 18 years as the director of a multimillion-dollar telephone sales division, Samuels says, he has created his own techniques for specific circumstances such as cold calls, follow-up calls and retention calls.
Samuels also coaches individuals on voice techniques and questioning strategies.
“If I don’t sound believable, you’re not going to buy my product,” he says.
Whether someone is believable depends more on their voice projection–how something is said–rather than what they actually say, Samuels adds.
When leaving a voice-mail message, he says, it is best to create an outline of the main points to cover and keep the message interesting and short.
TeleSales is celebrating its first anniversary this spring. The firm has worked with companies and non-profits including QSoft Solutions Corp., Cellular One of New York and the Urban League of Rochester N.Y. Inc.
The firm also offers broker services for anything related to phone usage, such as creating a call center or hiring a telephone-sales manager.
Samuels is slated to share his expertise at a June 4 seminar titled “How to Market Yourself: Successful Networking Insights by the Pros.” For more information, call 223-9635.
–Jennifer Racho
