Telesales is direct means of engaging potential clients and customers via a telephone. This guide discusses the essential elements of telesales and how sales professionals can leverage telesales capabilities to increase their bottomline.

2. What is telesales?
Telesales is direct means of engaging
potential clients and customers via a
telephone.

3. Characteristics of telesales
 the interaction is initiated by the sales
person
 The objective of the call is decided by
the caller
 The time of the call is decided by the
caller
 The cost of the call is decided by the
caller

4. Benefits of telesales
 It helps save money by reducing
travelling cost
 It helps save time
 It allows you to communicate with the
prospective customers in order parts of
the country
 It creates direct communications and
interactions unlike emails

5. Categories of telesales
Depending on the aim of the call, we can
group telesales into 3 categories
 Lead qualification call: this call is done
to purposely find out the interest, and
other information about the potential
clients to know whether your products
can satisfy their needs

6. Categories continue
 Lead generation call: this is done to
determine the degree of interest of the
potential clients and to set a face- face
meeting with the manager.
 Sales call: is done to persuade a
customer to buy a product or service

7. The effectiveness of any telesales
depends on 3 vital skills that is
 Listening
 Delivering a clear message
 Controlling the tone of voice

8. Listening
 Is used to determine if the customer
understands, have interest and
understand your feelings related to the
sale of the product or services. When
listening hear what is being said,
emphasize, analyze what is being said
and finally respond to what has been
said

9. Listening continue
When listening, you should;
1. Hear from the other side
2. Do not let your feelings prevent you from hearing
3. Do not interrupt when the other person is
speaking
Obstacles of listening
1. Interference from the environment
2. Individual attention span
3. Bad signals from telephones

10. Delivering a clear message
The meaning of every message is derived
from your body language, tone of voice,
and words. But on the telephone the
meaning of a message is obtained from
the tone of voice( which is 75%) & the
word (15%). The content of your
message should be easy to follow.
Sentence should be short, exact and in
simple language.

11. On the phone, the meaning of a
message is obtained by

12. Tone of voice
Comprises of inflection, pitch and pace
 Inflection: emphasizes certain words.
Inflection is used to draw listener’s
attention to certain aspects of a
message.
 Pitch: is relative to frequency.
 Pace: refers to the number of words
spoken over a given period of time.

13. Stages of telesales
STAGE 1
 Get pass the gatekeepers
To do that;
- Know their names and use it
- Ask them to help you
- Ask to speak to anybody in the department
that interacts with customers and suppliers
- You can even ask to speak to the decision
makers directly

14. Stages of telesales
STAGE 2
 Catch the prospect’s interest
- opening: introduce yourself
- Use direct value statement
- Permission to continue to the next stage
STAGE 3
 Investigation
- Ask questions what the client is currently using to
satisfy his/her needs
- Ask them what they are not satisfy about
- Ask them how the want the perfect product/
services

15. Stages of telesales
STAGE 4
 Making the sales presentation
STAGE 5
 Overcoming objections
- Pause
- Acknowledge
- Isolate

16. Stages of telesales
STAGE 6
 Respond
STAGE 7
 Closing
- Direct technique
- Alternative technique
- Difficulty technique

17. About GloApps Limited
GloApps is a web, digital, mobile apps development and cybersecurity
firm that specializes in:
§ Website Design,
§ Logo Design,
§ Digital Business Development
§ Mobile Application Development
§ Information Security Services
§ Database development and other IT services.
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