Telesales preparation is the first step before the telesales process starts. Telesales preparation involves making the telesales executive aware of the product or service which is to be marketed by telephone.
Telesales call preparation is a vital part of telesales. When telesales executives are well prepared, it enhances their self-confidence and that confidence is projected onto the clients who are called for telesales. The steps to be considered to prepare for a sales call are, knowing the product or service, knowing the purpose of each call and writing the call script.
Before promoting any product or service, knowledge of the product or service is a must which also includes information about the features it has and advantages it can offer to the person buying it. The features of a product or service are either descriptive or specific in nature and also include the specifications, such as color, size or weight. Knowledge of the product’s features helps in fulfilling the prospect’s expectation to receive correct and sufficient information.
A product or service has a plethora of information and the amount of information to know is related to offer consistent answers and solutions to prospects, after identifying their needs.
Advantages for a product or service are derived from features, by explaining how the feature can be used to bring more value to the prospect. Each feature can bring one or more advantages. An example of some features of a tablet and it’s advantages
| Feature | Advantage |
| Dual camera | It gives video conferencing and recording simultaneously. |
| 450 gm | It is easy to carry |
| 10 inch | It is good for games and e-book reading. |
| 4500 mAh Li-Ion battery | It can be used for days without recharging |
Advantages describe how a product can be used or how it can become useful. Knowing a product’s advantages is essential for identifying the benefits it can bring for a potential customer. A benefit is an advantage that is in accordance with an individual need of the prospective customer.
Benefits illustrate how products or services answer the needs of the prospect. Products have features which can be transformed into advantages. When correlated to a prospect’s needs, some of the advantages turn into benefits that bring direct value to the prospect.
