This document discusses lead generation, sales leads, and techniques for effective telecalling. It defines lead generation and sales leads, and discusses ethics and sources of lead generation such as websites and third parties. It also covers objection handling techniques like the helicopter view and feel/felt/found. Additionally, it provides examples of a message map and guidelines for effective telecalling such as planning calls, keeping scripts short, and ending calls politely.

1. THE WORLD OF

2. TABLE OF CONTENTS
Lead Generation & Sales Lead-
Definition.
Sources & Ethics of Lead Generation.
Objection Handling – Elements &
Techniques.
Message Map.
Elements in Telecalling.
Learning's & Findings

3.  Lead Generation is the
generation of
consumer’s interest or
inquiry into products &
services of business.
 Business entities try to
generate quality leads
with a higher
probability of outcome.
 Whereas a sales lead is a
prospective consumer of
a product or service that
is created when an
individual or business
shows interest and
provides his/her
identification details.
 A sales lead is not a sales
prospect, meaning further
qualification of lead is
necessary to determine
intent & interest.

4. SOURCES & ETHICS IN LEAD
GENERATION
Sources of Lead Generation:
 Websites & Search Engines (Eg: Techtarget.com)
 Third Party Involvement/ Outsourcing.
Ethics in Lead Generation:
 Use of Spyware & Trojan (Intrusive means of
generating information)
 Use of Unsolicited e-mail advertising or Spams.

5. To deal with objection.
That what we have is value to the
buyer.
To deliver the right message to the
buyer.
Strong rapport skills.
Effective questioning & listening skills
On techniques that reduce the impact
of objections

6. OBJECTION HANDLING
 Helicopter view: This technique talks about “looking at
the whole picture". What are you really trying to achieve
by using this?
This technique ensures that you put forward the bouquet of
values in your service ,leaving less probability for further
objections and a positive impression on the customer.
 Feel, Felt& Found :This technique leaves an impression
on customer’s that his concerns are being heard and
would be taken care off.
This technique projects you as a business professional and
refrains your image as a stereotype telecaller in the mind
of customer.

7. Eg: “Yes, I agree with you bob a lot of customer’s have the
same issue but what they found was effectiveness in our
services was really high.
 Say it Another Way: Sometimes deviating from an
objection is a smart way to handle it.
But one should make sure that the deviation is positive.
Eg:”I completely understand Alex, Reliability & price are the
two most critical areas attached to any product or service.
We assure you of the most reliable services at the most
reasonable price keeping you at the upfront straightaway.”
▄ Make sure that the counter attack for any objection should
leave a positive impression about the services offered. So
think before you speak!

8. PATTERN INTERRUPT
RRR: when elaborated known as Resistant Reflex
Response. A mind blocking activity of customers
towards sales calls.
 I am not interested.
 We are happy with what we are doing.
The ultimate goal of a pattern interrupt is to get the
person you’re speaking with thinking about something
other than you being a sales person. The technique is to
do or say something unexpected which disrupts their
normal pattern

9. EXAMPLES OF PATTERN INTERRUPT
 Hi! This is Phill Smith. Does that name sound familiar?
 Oh!I see, who is your current retailer?
 I understand, wont u like enjoying 30% savings on your
electricity bill ?
Either way there is often a chuckle on the other end which
is a great way to break the pattern their accustom to.

10. MESSAGE MAP:DELIVERING YOUR MESSAGE
IN 15 SECONDS!
Many a times we come across customers who are running
short of time, catching a flight ,leaving their premises. So
rather than giving up why not deliver your message in 15
seconds. Instills a perception of confidence and inbuilt’s
more trust of customers on your offerings.

11. MY MESSAGE MAP
Step 2
Step1 1Australian Energy Services provides electricity bill verification & savings.
Free of Cost
Receive a call from
our manager
Compare
Energy
Rates

12. TELECALLING
Get over your fear: Both the parties are unknown so
there is nothing to fear. Believe that NO’s are the
pathway to YES so every rejection is one step close to a
acceptance.
Plan your calls: Give yourself time to get into rhythm.
Set a 2 hour block and no of target calls. Their is no
perfect time of telecalling anytime is your time.
Plan each call: One cannot introduce describe and sell in
one call so carefully craft your pitch and avoid deviating
as it hinders your credibility.

13. Your Voice: Never increase your speed and try saying
your first few words extra slowly. Keep smiling to add
warmth to your voice.
Your Script: Keep your script short & simple infuse
creativity as much you can.
Hang Up: Once the objective is achieved a sale is
through avoid getting extra familiar with the customer.
Thank him for his patience and end your call with a
polite goodbye.

14.  Broadening of new horizons.
 Identified loopholes and worked upon them.
 New moves to tackle objections.
 Gained knowledge of human psychology that works
in telecalling.
 Boosted confidence level.
 Positive reinforcement.