Keys to Being a Successful B2B Teleprospecting Trainer
As a trainer, I understand the importance of keeping my message fresh and keeping our teleprospectors motivated. In order to get the most effective point across to my team while maintaining the appropriate level of respect, I understand the importance of staying involved in process. In order to successfully communicate, motivate, and relate to my team, I make it a point to never remove myself from what I train everyday - how to successfully cold call.
We live in such a fast paced environment with communication and networking constantly changes. A message that worked with a prospect three months ago may be ignored or lost in the shuffle today. Competition is getting tight and new ways to stand out from other competitors is necessary. This may be as simple as changing your transition question, email subject lines, or call plan. A perfect example is words and phrases such as leveraging ROI, optimization, or increased efficiency which may have worked in voicemails a couple years ago. The problem is that every other teleprospector is using these phrases today. It is clear the message needs to be refreshed and constantly updated in order to stand out from the competition. This may consist of personalizing your messaging and focusing on industry trending pains. Navigate around accounts, overcome objections, and uncover industry trends on your own. Compare and contrast these trends with your team.
For every 30 bad calls, comes a successful conversation. Staying motivated can be a challenge. Making cold calls on a daily basis is certainly a humbling experience. When I am ramping up a rep on a new project, I always like to be as involved as I can in the process by getting on the phones alongside them. Keep your team motivated and let them know of the importance of every conversation. Remind them that you are experiencing similar conversations, and this is how you've handled a certain objection and it has worked for you. A constant reminder of success while maintaining a mind frame of "we're all in it together" makes a big difference.
Every project is different, and in order to construct an effective message for your team, I stress getting your hands dirty in the process. There is no better way to ensure effective communication and relating to your reps then to get as involved in the process as possible.
What do you think?