The Telemarketer from “Hell”!

Posted by: admin  :  Category: Sales

Yesterday my wife returned from work with an “interesting experience” or more like an “irritating experience” from a Telemarketer. She received one of those calls from a “female voice” that tried to sell her a hotel discount card with all its perks (you know the ones with the one day free stay, discounts from F&B, etc.). Now, you may be wondering why I said, “female voice”…..well, it was simply because she spoke so fast with so much  information being “vomited” at lightning speed that my wife could hardly get her name! In fact my wife didn’t have the opportunity to put in a word before the pitch came, “So, don’t you think that this is a good offer? Do you like be a proud owner of our prestigious…………card?” You can guess my wife’s answer to that question!    

 

Most of us have received calls from such “Telemarketers from “Hell”! The question is: Who trained them? Did they attend some kind of “speed therapy” clinic that taught them to speak super fast with a mono tone voice like R2 D2? (In fact R2D2 has better tone fluctuations!)  Do they think that if they speak fast enough to the customer with an avalanche of information, without giving them a chance to speak, the customer will fall into a “trance” and just yes?  Hell no! Truth be told, this is one way you’ll never influence customers!

 

While Telemarketers have a set quota of customers they have to call everyday, are given a “magic” scrip with influential words like “free”, “discount”, “one time offer”, “value for money”, “privileged owner” , “ limited to our first 50 purchases only”, and have to run the “gauntlet of the law of averages” ( example: for every 10 calls you’ll get one buyer), they may just stand a better chance of increasing their odds of conversion by simply slowing down and listening to the customer and allowing them to name their needs,  even if it is a “No, I already have one” need. At least that will save them some time and energy to get to the ones who are interested!

 

As a rule of thumb, the logics of sales have TWO GOLDEN RULES:

 

  1. Customers will only buy for their OWN REASON and not for the “solution, features & benefits” sold to them by the sales agent or for the sales agents own unconscious needs (i.e. wanting to close the sale to meet a quota, having a desperate need to get a new product out to the market, etc.)     

  2. And to be able to practice golden rule number one, you have to LISTEN to the customers and ALLOW them to speak.    

         

It is from these two GOLDEN RULES that all the other techniques and skills of sales follow. Sounds simple enough? Yes, but very few practice these two rules with optimum skill and consistency! If you are not FIRST listening and allowing customers to voice their needs and only then “FRAMING” these needs with the benefits, advantages and features of your product, you’ll not be meeting “needs” and providing solutions. You may just be doing the opposite, becoming a problem to the customer! And if you are not doing the above, forget about your fancy “influential words”, scripts, tag lines and “smooth, speed talking” abilities!   

 

So learn to build your opportunity on the foundational GOLDEN RULES of sales and you may just get to your pot of gold sooner rather than spending unnecessary time in the “hell” of aimless and unproductive sales activity!   

 

 

Stay committed to transcending, transforming and transferring value back to your world!

 

Conrad Rozario is the founder of Alchemy Resources. He has more than 14 years experience in Sales, Marketing, Business Management and Talent Development. He holds a MBA from Gordon University, Illinois, is a Master Practitioner in Neuro Semantics and NLP (ISNS, USA), a Language and Behavior Profiling for Coaching Practitioner.  You can follow Conrad on facebook!
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