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Casual Articles - A Misguided View of Using the Telephone In Sales
Does the newspaper delivery person throw your newspaper into a puddle of water?Does the grocery store clerk smash your bread into a shopping bag?Does the fast-food person give you cold fries with your order?Does the retail clerk chat on her cell phone instead of offering assistance?Does the repair man make you wait weeks to fix a household problem?Does the auto mechanic charge you an outrageous price for an oil change?Does the airline representative shrug their shoulders when your luggage is missing?Does the eBay seller get annoyed when you ask a question about their auction item?Does
“People prefer to make, rather than take calls . . . nine times out of 10, you're getting them at a bad time . . . hardly i
If you want to win by growing your market share — there is a better way, a smarter way, than the traditional advertising and marketing strategy and tactics. However, it requires looking at your business and brand from a very different point of view. This different point of view is hard to grasp because old myths die-hard and old expensive myths seem to die hardest of all.If you need to steal share, it does not require underhandedness (as the name might suggest) it requires smarts. If you think that “stealing,” as it relates to taking market share, is a short cut to success — a means to cheat your way to success — you are dead wrong.
Anyway, Mr. McCormack, author of the book “What They Don't Teach You at Harvard Business School,” among others, also writes a syndicated newspaper column called “Success Secrets” In one of his columns, McCormack talks about the use of the phone as a sales tool.
For about 85% of the article, he's on target, although his view from the corporate tower is a bit clouded by the world he lives in, which isn't reality for most salespeople. Let's examine his points.
“Most salespeople are great in person, not so great on the phone.” If we're talking about outside salespeople, I wouldn't be so generous with “most” when using the term “great,” although I do agree with the “not so great on the phone.” And that's being complimentary.
He then gives reasons. For example, “You can't see the other person . . . You can't ask about that tennis trophy in the corner, admire his fine Zegna suit . . .” We now start to get a feeling that the author might not be in touch with common salespeople. Call me a rube, but I thought Zegna was a goaltender in the NHL.
“People prefer to make, rather than take calls . . . nine times out of 10, you're getting them at a bad time . . . hardly id
Why are voice systems so special?In most businesses that are considered medium size (that is more than 8 - 10 people). Phone systems typically include additional equipment. I will address that shortly.In a small office it is usually cheaper to install analog lines and the ability can be built into a special Operator phone so transferring calls can be made at a very minimum. Minimal equipment is needed and it is considered the cheaper alternative.Now here is where the big differences are.Without going into great detail there are basically two types of phone service (I am excluding VOIP here). Analog which comes o
For about 85% of the article, he's on target, although his view from the corporate tower is a bit clouded by the world he lives in, which isn't reality for most salespeople. Let's examine his points.
“Most salespeople are great in person, not so great on the phone.” If we're talking about outside salespeople, I wouldn't be so generous with “most” when using the term “great,” although I do agree with the “not so great on the phone.” And that's being complimentary.
He then gives reasons. For example, “You can't see the other person . . . You can't ask about that tennis trophy in the corner, admire his fine Zegna suit . . .” We now start to get a feeling that the author might not be in touch with common salespeople. Call me a rube, but I thought Zegna was a goaltender in the NHL.
“People prefer to make, rather than take calls . . . nine times out of 10, you're getting them at a bad time . . . hardly i
So you've selected your vendor, worked out the cost, pre-pressed your files and off they go. This is the time where you will await glorious days if not weeks for your project to come to fruition. You've seen your file on computer and life is good. I am here to tell you it is not and I will even let you in on a secret, just because your computer can create it does not mean that the printer can print it. I know, you're shocked, hence the purpose of proofs and press checks. I'll explain as I give you some insight into press checks.1. Let your design firm do it. We know what we are looking at we designed it. Upon receiving files the pri
“Most salespeople are great in person, not so great on the phone.” If we're talking about outside salespeople, I wouldn't be so generous with “most” when using the term “great,” although I do agree with the “not so great on the phone.” And that's being complimentary.
He then gives reasons. For example, “You can't see the other person . . . You can't ask about that tennis trophy in the corner, admire his fine Zegna suit . . .” We now start to get a feeling that the author might not be in touch with common salespeople. Call me a rube, but I thought Zegna was a goaltender in the NHL.
“People prefer to make, rather than take calls . . . nine times out of 10, you're getting them at a bad time . . . hardly i
Implementing marketing segmentation is never a slam dunk and health plans have more difficulty than other firms because of their regulatory environment. But the pattern of decisions is simple when they are broken into steps.First, market segmentation research is needed to identify and define market segments. This process is fairly involved and is described elsewhere. (See for example the whitepapers at www.deftresearch.com.) The research helps firms decide which segmentation strategy to use. These strategies may be based on purchasing behavior, consumer characteristics, lifestyle information, or other market information.
He then gives reasons. For example, “You can't see the other person . . . You can't ask about that tennis trophy in the corner, admire his fine Zegna suit . . .” We now start to get a feeling that the author might not be in touch with common salespeople. Call me a rube, but I thought Zegna was a goaltender in the NHL.
“People prefer to make, rather than take calls . . . nine times out of 10, you're getting them at a bad time . . . hardly i
Looking for a taxi license called a TLC license NYC? The taxi license referred to as a TLC license NYC means the license given by the Taxi and Limousine Commission of New York City that is required to drive a medallion yellow cab or a black car limousine in the five boros of New York City.Getting the license to drive a yellow taxi in New York City is referred to as the hack license. Having this license provides you access to the famous New York City yellow taxi cabs. Work either the day shift or night shift. Do not feel like driving? No problem. Take the day off and show up the next day because you are your own boss. Job security is
“People prefer to make, rather than take calls . . . nine times out of 10, you're getting them at a bad time . . . hardly ideal for persuading them to buy something.” Right on, sir. The very reason that inside sales pros need to be extraordinarily skilled in order to do well.
“There is no flexibility on time . . . if you play a round of golf . . . you know that you have five hours to say what you have to say . . .” Again, a good point, but one that applies mostly to McCormack's view of the world, one where his sales involve multi-million dollar deals with the likes of Tiger Woods and Nike.
“ . . . on the phone, the clock is always ticking . . . there's always the fear that the conversation will end at any moment, that the other party will cut you off to take another, more important call.” It can and does happen. To outside salespeople, too, who have an “appointment,” only to show up and get a two-minute standing interview in the lobby. Real pros, in both cases, ensure this doesn't happen.
“You have to be frontal on the phone.” I could almost accuse him of plagiarizing the next points right out of my columns: “If you're calling someone for the first time, you basically have 60 to 90 seconds to make your case: establish your bona fides, explain th
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