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In the last 20 years, many has changed with regard toTechnology and communication. But one thing has remained constant: the boredom of telemarketers. Not too long, the fixed lines hanging up the hook with sales calls. Today, your smartphone suffers from aflood of unknown numbers. While the proliferation of mobile technology has already had many people predicting the disappearance of telemarketing, the industry remains robust. In fact, there are more than 26,000 telemarketing companies in the United States only and the industry increased by 3 percent in 2019,According to ibisworld.

But even though telemarketers have been part of our daily lives for years, there are many, we still do not know about them and how to avoid them. However, it's on the point of change. Continue reading for all the secrets of the telemarketing profession that have long been kept secret.

If you do not want to be contacted by a telemarketer, your best shot is to let them speak, at least for a few seconds. Do not answer "results in the telemarketer marking your lead as" no answer "and remind you until they have made a conversation with you," former telemarketerErica Elsonexplained in an article onLifehacker. Instead, let them do them andso tell them that you are not interested and you prefer not to receive future calls. This gets your striped name from their list for good. Just a few seconds at the front saves you innumerable frustrations in the future.

Another experienced telemarketer explained onReddit That the telemarketers have three main ways they mark a number on their list: "Delete", "do not call" and "recomposition". If you say you do not want anything, you fall under "Delete". If you ask to be put on the list "do not call", you will not be called again by this company. But "all the other interactions fall under the heading" Recomposition, "the written redditor. "The automatic composition numbers of a machine and this thing will call twice a day until the end of time. Answer the phone and say something. »

For most of us, having someone hang up in the middle of a call is a nice clear indication that they do not want to talk more. But for the telemarketers, the movement can provide an easy reason to remember again. Elson explained that climbing mid-conversation without explanation, "the most likely of telemarketing remind, claiming that you disconnected them." If you do not answer, they continue to call ".

Pushing a telemarketer with the old "This is not a good time," seems to be the kind of heavy suspicion that clearly indicates your lack of interest. But a comment based on planning serves actually an invitation to a telemarketer. "When you say," It's not a good time, "hears the telemarketing," call me later! Elson noted. "When you say," Sorry, I do not have time to talk about this moment, "hears them talking telewager, I'll buy another day! »

Telemarketers can often be exasperating. But if you are at the end of receipt of a cold call, you will want to keep feelings of failed anger, for a number of reasons. The first is obvious: it isunnecessary desobilizing to shout someone who makes their work. "Remember, people who make the calls are people too," the telemarketer explained on Reddit. "I had people threaten to hurry and kill me ... I saw adult men crying gently at their desk because the person on the other line broke all they ever thought well in their lives. I know that telemarketers are boring, but we are human. Most people do this kind of work because they have no other options ".

And if that's not enough to convince you, think that the useVERBAL VIOLENCEis likely to lead to a return of appeal. "Even if they should delete an appeal if the person is rude, [a telemarketer] could strike just reputal retaliation," the REDIT telemarketer noted. "The person who calls you finally the power to hit everything that [touch] they want. »

The fact is, the telemarketers are pretty much interested in talking with a selfless consumer that you are in the hearing of a sales argument out of order. It is therefore no coincidence that, after completing an investigation or request a quote, you suddenly receive calls that relate to the information you looked up.

"When you ask for an automatic online quote, expect to be bombarded calls from many different companies," an anonymous insurance telemarketersaid to consumption. "What is happening is that the main aggregator collects the quote, then sells it to various agents and supports, who then contact the applicant. We pay about $ 8 for each" hot "plan."

If your number is one of the more than 240 millionDo not call (DNC) RegistryThere is a good chance that you are always called by the telemarketers. It's because there are great gaps in which calls are and are not forbidden: the DNC list only puts the kibosh onSales Calls. But there are a number of call typeswho are always allowed-Commanding investigations, calls for information, political calls and calls for charity or receivables.

Another reason you could always receive calls, even when you put your number on the DNC list, is that there is a clemency window. "Even if your phone number is on the list of calls not, we can contact you up to 90 days after [you ask to be put on the DNC]," said anonymous television for consumption.

Not surprisingly, telemarketing companies can benefit from this delay period. But theis a solution. "For the call to stop stopping, tell me" Put me on your list "Do not call" list "or" Do not call this number again, "" says the telemarketer. "You have to say it when you take the phone."

Of course, you can receive countless calls from different sales companies. But there are only a few companies that provide "master" lists that all telemarketers use, likeInfouched, for example. Next time, simply ask the caller where they got your number of - there is a good chance they will tell you. According to the TELEMARKETER on Reddit ", with this information, you can get in touch with the companies that provide your number and take it [off] their list."

Expert telemarketers know that sticking firmly to a script can appear as robotics and will not create connection with potential buyers. "I focus on the conversation that my agents have, not the" script "," Sales ManagerJonathan Marc Hairgrove to crushQuora. "I know we find our success to have calls made by those who are conversational and non-robotic."

But even if a more personal and conversational tone can improve the impact of a sales attempt, the telemarketers always follow a trajectory to guide them in the conversation.

The most effective way to keep a buyer on the phone is often to connect with them emotionally. "When we have someone who wants to discuss the services we supply, we do not jump directly into the sales script," saidShawn Breyer, Owner ofBreyer Georgia, who buys the houses of those who seek to sell. Thus, instead of talking about the value or financial opportunities of the house, Breyer says, "We like to ask them what are their favorite memories in the house, what they want, what they want to do with the next chapter of their life. What we ask is not really important. WhatisIt is important that we can really know them, ask them questions about themselves and shut up and listen. "

This approach has had proven results for breyer: before implementing the practice, its company buys a house for each 27 tracks. Now they buy a house on 15 tracks.

A rapid turnover approach in which the seller crosses his script and goes to the next number on their list is likely to obtain similar disengaged results. When the Breyer sales team moved to use emotions of potential customers, they found that, although their sales increased, the time spent on a call as more than tripled.

"We spend on average 17 minutes on the phone with each quality chef that we have before creating an appointment to really solidify this report with the customer," says Breyer. "Previously, we spent about five minutes on the phone with them just to qualify them."

In 2016, data scientists in GongAnalyzed more than 25,500 sales calls for saleIn order to identify models in the most effective calls. One of the most coherent predictors of success has been the use of "risk reversal language". It is when a seller emphasizes all ways to protect yourself from dissatisfaction or disappointment. The use of this type of language increases the probability of success of a 22% seller.

As the leading director of gong of product marketing,Chris Orlob, explained in an article for hubspot, good telemarketers will be "proactively, frequently and to aggressively speak of terms of the agreement designed to protect the customer from the risk". Mentioning easy cancellations, no long-term contract, repayable guarantees, etc., help seal the agreement.

If you speak more than the seller, they do their job well. In their research, Gong found that, on average, calls that resulted in sales were sales in which the buyer spoke more than the seller. Specifically, they found that the ideal chat ration to listen for a telemarketer was 43:57, which is about a minute of conversation for every 1.3 minutes of listening.

For those of us with a healthy amount of skepticism of anyone attempting to sell us on something, the idea that telemarketers say that the truth might seem unlikely. But good telemarketersTry to avoid lies. "The lie, rocket and confusion of a customer to buy will finally fall," saysC. Shakhawat Sultan, Head of Business Development on Website Design SocietyCoderex, which has a long history in teleesal and marketing.

It is not only ethical, it also results in more long-term sales, according to Sultan. He says that providing misleading or partial information could mean that customers hear what they want to hear and agree to place an order. But after the call, if they feel that the seller put them in error, they can cancel the order or return the product in the end.

Negativity is a copy of the buyers and can run a sale. So there is a good chance that the telemarkeur you are talking about, you will try to keep things positive - even when you discuss the products of the other type. "You must compare and prove that you are the best supplier," says Sultan. However, it does not mean insulting your competitors. "The competitor is good (not bad), but your product or service is better," he says.

Take the example of Sultan selling cable TV. Instead of emphasizing that the competitor providesalone 80 channels compared to the 100 you provide, good telemarketers will give the declaration a positive turn, stressing that they will provide the 80 channels that competitor offers,more20 additional channels for a comparable price. "I did not say," They provide fewer channels, "said Sultan." Rather, I focused on how we provide more channels. The focus should be put on the benefits you can provide, not how better you are than competitors. The customer buys the benefits, not the product. "

AllThe seller knows that the language of the body is crucial To connect with a customer and the closing of a transaction is often more about what is not-called that what is spoken aloud. And even in a telephone conversation,non-verbal communication is powerful. A 2008 study published in the journalSpeech communicationsI found that listeners on the phone can say not only if the person from the other end is smiling, but the kind of smile they make and how much they do with enthusiasm. Telemarketers know that even when no one can see it, the language of the body always has an impact.

"People can hear energy in the way you sit and act," saysAngela Bradford, principal marketing director forGlobal financial group. "I walk and call a lot and it works well." Bradford says that if a telemarketer does not ring excited, "people on the other side will not be."

One of the biggest challenges facing each telemarkeur must overcome is the "gatekeeper" -the person who separates them from the person who wants to buy their product. A guardian can be a receptionist, an assistant, a spouse, a child or anyone else who happens to take the phone.

There are many telemarketing strategies to deal with porters, but one of the most effective treats them gently, given the power they have.EKSAYN ANDERSON, author ofThe key totthe door, RecountStrongThis customer says to him, "I have people who call me all day and that you are the first that I have allowed to come and show me your product, because you were so kind with my secretary." And for more than Secrets of an entirely different industry, here is 20 Secrets Police do not want you to know .

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