They Aren't Teaching Telephone Sales
How do you get results from telesales training, by teaching TELEPHONE selling, not SALES.
This may sound silly, but most programs teach the SELLING part of telephone selling
instead of the TELEPHONE part, packaging it and calling it telephone sales training.
The telephone is a unique selling environment. Understanding the uniqueness of this
environment is critically important. Giving salespeople this information always improves
results.
Look at it this way. Let’s say you are going to travel. What do you pack? You pack your
personal items, other specific things you need, your passport, money, and clothes, right?
All of these things are generic to the act of traveling except one, your clothes.
Why are your clothes different? They are different because you cannot simply pack clothes.
You must choose them depending on where you are going (Canada versus South America,
business versus the beach) or you may be quite uncomfortable.
In telephone selling it is the communication that is different (face-to-face versus
telephone). On the telephone you must adjust your "communication" to be effective within
the limitations of the telephone.
In short, many of the things that are obvious and work in a face-to-face sales situation
simply don’t work on the phone. Understanding why this is true and specifically what is
different is critical to telesales mastery.
I realize I haven’t given you the whole story, but hopefully you can see from this why
most telesales training is in effective.
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Let me help. Please feel free to send me ideas for subjects that you
would like a tip on.
Telephone: 408-296-6880
E-mail: Question@penoyer.com
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