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The Internet killed the Telemarketing star
| Guest post by: Trent Leyshan |
Article Overview: How many times have you picked up the phone expecting to speak with a potential buyer - to only hear the desperate words of a seller introducing themselves and asking for the owner of the business? Yet another selfish salesman hell-bent on taking your valuable time and energy to try and sell you something you don't need or ever want.
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Free Download - Find fear before it finds you By Trent Leyshan |
The Internet killed the Telemarketing star
If you are going to cold-call someone - make sure you're buying-in and not selling-in!
How many times have you picked up the phone expecting to speak with a potential buyer - to only hear the desperate words of a seller introducing themselves and asking for the owner of the business? Yet another selfish salesman hell-bent on taking your valuable time and energy to try and sell you something you don't need or ever want.
Let's be frank, even if this person was selling a winning Powerball ticket you wouldn't buy. Why? You don't trust them or believe what they say. There is no emotive connection because the truth is concealed behind the cloak of anonymity. This person could be anyone and they could be telling you anything.
Words are meaningless without emotion. In fact, 93% of communication is achieved via non verbal cues, such as tonality and physiology. That means most cold-callers, even the really good ones, are still hamstrung by human intuitiveness. Even more so, today, as your customers gut-feel has rapidly been augmented with more knowledge and information.
Thanks to the internet (and Google) customers today are far too smart and connected, and due to the demands of modern society they are most certainly too time poor to indulge in the meaningless struggles of traditional cold-callers. The internet has assured your customers are savvier, in some instances they know more about your product and service than you do.
A Tip: Don't cold-call unless you are buying-in to your customers. That means; understanding when they pick up the phone they are expecting a buyer, not a seller - so don't disappoint them - buy-in first!
"Good morning, I want to buy your product, not only for myself, but I think I can sell it to my customers. Are you the best person to speak with regarding this?" ...You get the gist.
Buying-in also means knowing who your customer is and their differentiation (if any) and competitive forces. Moreover, how you can help them achieve their higher goals and aspirations. Simply attacking a database with an open calendar and a positive attitude is not good enough. All the Glengarry leads are long gone!
For most companies buying-in is too hard. They just don't make the time or possess the creative juices to willingly innovate and participate in meaningful conversations - the dialogue is all about them and little else. This type of cold-calling is a waste of time.
In that case these companies are better served spending their marketing dollars on initiatives that work - like training and developing great salespeople who engage and lead customers to a place where positive testimony and referrals are born.
Then you won't need to cold-call - your customers will call you.
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Article Tags: anonymity, cloak, cold call, cold callers, differentiation, emotion, fo, gist, google, hell, instances, non verbal cues, physiology, powerball ticket, tonality, truth
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About the Author: Trent Leyshan RSS for Trent's articles - Visit Trent's website Trent Leyshan is founder, CEO of BOOM! A leading international sales training company that specialises in the development of inspirational sales cultures, leaders and salespeople. Early in his career Trent was head tradeshow spruiker and sales manager for Australia's most flamboyant TV salesman, Big Kev. He has since driven two of his own companies from lounge room operations into market leaders. And led sales teams in leading new media and advertising agencies. Trent is a sought after expert and facilitator on sales performance and strategy. He is the Author of sales book, The Naked Salesman: How to walk the talk and sell your way to success! BOOM! develops sales training strategies and delivers inspiring learning experiences for some of the world's most successful and demanding sales driven organisations. Empowering them with modern skills and tools to effectively engage with customers and build stronger and more valuable relationships.
Click here to visit Trent's website   Encouraging competition My Sales team arent getting along am I doing anything wrong Find your Focus How to be an elite SalesAthlete Our salespeople arent asking for the business |
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Hi again Tami,
The reason why I keep bringing up the idea of creating my own apparel line is because I thought it'd be a great way to combine two of my interests together in an entrepreneurial venture (i.e. my passion for drawing with something like tennis or fitness).
Would you happen to know how one of the stars got a hold of that company's t-shirt? Did they try mailing it to the star?
Thanks
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Thanks for the list and the article link. All great stuff and vey helpful as Twitter is constantly evolving and it's nice to have advice on how to keep up to speed on this, you are a star,
thanks again,
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