3 Telemarketing Rules To Get To A “Yes” On The Phone

Of course, there’s so much that goes into this that I could create an entire course on it (in fact sales conversations is one training in my upcoming #BAM Academy),

but these 3 Telemarketing Rules will certainly get you started down the path to success on your phone calls:

Rule #1: Have a set “Ask Structure” on your phone calls that outlines what you ask for, how you respond to objections, and how many times you ask.

The typical Ask Structure we used on our phone calls (the purpose of our calls was to get donations) was to start with the highest donation ask, then if they said no, we’d provide a rebuttal for their objection, inspire them with a reason to donate, and then ask again at a lower amount. We’d then repeat this structure until we’ve asked 4 times total. We were not allowed to hang up the phone unless we asked 4 times.

This structure of course will vary by the industry, but here’s a quick example of how this could relate to a coach:

Ask #1: Pitch your “Ideal” coaching package that you want them to sign up for.

Ask #2: Pitch your “ideal” coaching package again, but mention a fast-action bonus when they sign up today.

Ask #3: Pitch your “ideal” coaching package again, but give them the option to only pay $197 today as a “Save Your Seat” deposit. They still get the fast-action bonus, but the financial commitment today is more feasible.

Ask #4: Pitch an introductory offer that helps them get to know you before committing to the coaching program. If they like it and want to sign up for the coaching program, you’ll credit that amount towards the program. If they decide not to join the program, then no worries, there’s no commitment with this option.

The trick with this is that you have to be brave and disciplined enough to ask all 4 times, as well as conversational enough so that it doesn’t feel to the prospect like you’re pitching at them back-to-back.

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