Closing the Deal on the Go: Why Are So Many Sales Professionals Opposed to Telemarketing???

Why are so many professional sales people opposed to telemarketing? Perhaps it is because of their less than fond memories of having dinner with their family interrupted by poorly trained sales reps who want to discuss a product they never heard of, that they usually won’t want, even if they do agree to suffer through the rep’s pitch? Such memories are as common as they are unfortunate. And, more importantly, such memories have nothing to do with professional business to business sales calls, although they are often confused with them anyway.

These awful memories instead come from consumer telemarketing. With consumer telemarketing you often encounter inexperienced college kids making an extra $10 an hour or $16 per appointment, calling you when you’re eating or watching you favorite TV show (or both in some cases), hoping that you may want the product they’re selling, In essence, this approach involves discretionary purchases. It involves products that someone might like. The process is similar to randomly pulling numbers out of a phonebook. It is like scattershot.

Business to business sales calls on the other hand are done by professionals such as yourself. The approach is highly targeted. You are not calling the recipient at home during their family or leisure time, but during business hours. You are not simply hoping the recipient will want what you have to offer, but, through properly qualifying your prospects, you will have reason to believe that what you have to offer is something they will need. And, the person answering your call is not going to be answering the phone in dread, but will likely be paid to take and handle such calls, or will be able to direct you to someone who is.

This post is based on material originally published in Closing the Deal.

For more information on Closing the Deal, check it out on Amazon.

(Burghgraef, Richard. Closing the Deal: Hot Sales Strategies that Make Money. Encouragement Press. Illinois: Chicago. 2007)

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