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The Unfair Telemarketing Advantage

THE UNFAIR TELEMARKETING ADVANTAGE: SELL WITH NLP!
Telemarketing (or telesales) is a special selling challenge. In most cases, the seller wants to sell (or up-sell or cross-sell) by the end of the call. This is different from the call a seller makes to get an appointment (Lesson Two). The telemarketing call is a call that is aimed toward a specific and immediate decision or action from the prospect. A caller or seller has about five seconds or less to give the call a chance of being successful. In that time, he or she must use the right words and deliver them in the right way to give the call life. The words that are said must move the prospect toward a series of actions, each of which gets closer to the end goal of the call. When you analyze a good script, you should be able to see specific phrases to help you do the following:
  • Prevent a hang-up
  • Build rapport
  • Get an action
A well-engineered and delivered script can make a substantial difference, as you can see from the sample before/after project results below:
  • Increased sales: 1.1/hour to 1.7 hour (with NLP-assisted script)
  • Increases sales: .9/hour to 1.4 hour (with NLP-assisted script)
  • Increased conversions of accounts: 55-74% to 80-85% (with NLP-assisted script)
Therefore, a good script must contain certain key elements to engage the prospect and be successful. Some of those elements include:
  • Action steps
  • Action commands
  • Mini-scripts
  • NLP techniques, such as the following:
    • Opening Trance
    • Pattern Interrupt
    • Implied Reason
    • Relationship Bridge
    • Future Pacing
Lesson Ten is specifically designed for telemarketers and those in telesales.
However, to get the most out of Lesson Ten, knowledge of VAK mixing and Embedded Commands is highly recommended.
The minimum "Telemarketing Series" of online Lessons would consist of the following:
Lesson One (Introduction to V,A,K)
Lesson Six (Embed the command)
Lesson Ten (Telemarketing Scripting)

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