It is important to allow clients to make most of the conversational advances when you are carrying out a telemarketing or tele-selling campaign.
Use open-ended questions to encourage them to get chatting to you.

As a rule try and speak less in conversations than the person you are calling as it makes them feel comfortable and in general they like telling you about themselves and their company.

Always let the potential buyer finish what they are saying and then address their remarks rather than pursuing your own agenda as many sales representatives tend to do. 

The party on the other end of the telephone line (our target) will respond so much more favourably if you engage them and sound interested in them. Often by letting them talk you can pick up buying signals from their comments or some useful information that can contribute towards an eventual sale.  If they mention redundancies it’s a sure sign they won’t be making any purchases whereas if they say they are expanding then there will be opportunities for you to exploit. – LISTEN!

One of the easiest ways to stimulate your client into telephone conversations is to find out what affects their particular operation. It might be a change that you know has taken place in government legislation that is relevant to them.   This suggests that you are really tuned in to their needs as well as appearing genuinely concerned and professional. So research the background of the business and its industry before you ring them.

It means that you need to be flexible and truly on the ball on when speaking to customers. The reward is that it is certainly more interesting to employ this technique when using telephone systems than simply talking at the customer and following a set script.

If your telephone system has the ability to record conversations – then use this as a learning tool.  Listen to successful and unsuccessful conversations you’ve had and attempt to identify where you succeeded and failed – there will always be a reason.  Knowing where you scored may help in the next call.