Hot Tips No 10
| Category: Telesales | Date: 2001-03-12 |
Greetings!
The call came in and the rep said, "Im looking for the person there responsible for advertising decisions."
"What type of decisions? Responding to advertising or placing ads?", I asked.
"Uh, placing ads."
"I can help you."
"Well, Im just updating my database here, and Id like to ask you a few questions."
"Why?"
"Why what?"
"Why are you asking the questions, and why should I answer?"
"Like I said, Im updating my database."
ANALYSIS
If someone is updating their database, why should I, you, or anyone they call take time to help them? Particularly if they are not able to articulate why. This is such a weak opening. Further, its normally a mask for a lead generation call, which I consider somewhat deceptive, as I stated in an issue a couple of weeks ago. (See that one at http://www.businessbyphone.com/TelE-Sales8-7-00.htm)
Dont get me wrong; of course there is tremendous value in having a clean database. But, if youre placing a call to ask someone questions, and it really is a call to qualify them, give them a reason to answer the questions.
For example,
"Im Dudley Dunz with Hi-Tech Associates. Weve sent out our presentation products catalog to you in the past, and Im calling to ask a few questions about the training and presentation products you use to see if youd like to continue receiving our special sale catalogs in the future, and also to be sure you dont receive duplicates."
Most people could see at least a smidge of value in that opening. Its not all salesperson-focused. Plus, the caller might be able to engage the prospect in a sales conversation if the he answered in the desirable way. Further, since he gave a specific reason for the call and mentioned what he sold, the prospect might have questions himself about the callers products.
QUOTE OF THE WEEK
"You will get no more out of life than you put into it."
William J.H. Boetcker
Go and have your best week ever!
Art
Reprinted with permission from Art Sobczak’s "TelE-Sales Hot Tips of the Week
About the Author
Art Sobczak
arts@businessbyphone.com
http://www.businessbyphone.com
The call came in and the rep said, "Im looking for the person there responsible for advertising decisions."
"What type of decisions? Responding to advertising or placing ads?", I asked.
"Uh, placing ads."
"I can help you."
"Well, Im just updating my database here, and Id like to ask you a few questions."
"Why?"
"Why what?"
"Why are you asking the questions, and why should I answer?"
"Like I said, Im updating my database."
ANALYSIS
If someone is updating their database, why should I, you, or anyone they call take time to help them? Particularly if they are not able to articulate why. This is such a weak opening. Further, its normally a mask for a lead generation call, which I consider somewhat deceptive, as I stated in an issue a couple of weeks ago. (See that one at http://www.businessbyphone.com/TelE-Sales8-7-00.htm)
Dont get me wrong; of course there is tremendous value in having a clean database. But, if youre placing a call to ask someone questions, and it really is a call to qualify them, give them a reason to answer the questions.
For example,
"Im Dudley Dunz with Hi-Tech Associates. Weve sent out our presentation products catalog to you in the past, and Im calling to ask a few questions about the training and presentation products you use to see if youd like to continue receiving our special sale catalogs in the future, and also to be sure you dont receive duplicates."
Most people could see at least a smidge of value in that opening. Its not all salesperson-focused. Plus, the caller might be able to engage the prospect in a sales conversation if the he answered in the desirable way. Further, since he gave a specific reason for the call and mentioned what he sold, the prospect might have questions himself about the callers products.
QUOTE OF THE WEEK
"You will get no more out of life than you put into it."
William J.H. Boetcker
Go and have your best week ever!
Art
Reprinted with permission from Art Sobczak’s "TelE-Sales Hot Tips of the Week
About the Author
Art Sobczak
arts@businessbyphone.com
http://www.businessbyphone.com
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