Performance on demand!
Imagine producing "performance on demand" in your telesales group.
Why is this always possible? Because...
• Most salespeople are lazy, don't study their craft,
and are quick to
shortcut the selling process.
• Most sales people aren't working from clearly defined
sales strategy.
• Most salespeople either lack or don't use powerful
unique selling
propositions.
Want proof?
Take these three challenges. Start by taping 20 complete sales calls from
your team (a couple from each salesperson). Taping works better than monitoring because
you miss less and have the flexibility of replaying the call.
Now the challenges:
• See how many calls have the seller qualifying the decison-maker and
buying-process before presenting. (They probably aren't qualifying.)
• Count the number of solid closing questions asked (Bet you don't find
one.).
• Finally, have top management write down the three most critical items
that must be established or complete for a sale to take place. See if you
can find any of
these critical items handled appropriately in the calls. (If
you can find 2 in the same call, have a
party, you deserve it.)
In over twenty years working with telesales groups I've never evaluated a group that
successfully passed any of these challenges.
If after reading this, and more importantly, taking my challenges, I hope you now
realize your inside sales team's tremendous untapped potential. With the proper
approach and correctly formatted training you can have "performance on demand" and
you can expect a 20,30, even a 50 percent increase in results in as little as three weeks!
To your success..
Flyn L. Penoyer, CMC
Telesales Guru
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