We are all subject to the constraints of our up-bringing which means that we act in a certain way, have a default sound, sell to a limited audience and therefore rely on a system to support our sales.
But what if we recognised a weak link in the system and that weak link was you?
What will happen if we remove your constraints and reduce your dependence on the system?
You will immediately save 33% (3 to 6 less 1 and 2) of the cost of sales, that's what will happen.
No longer will we need (1) marketing to preceed our calls and no longer will we need (2) customer services to tidy up sales that went wrong.
The most efficient company will rely on you to (3) sell their products and/or services, buy in the (4) materials and (5) labour, pay for the (6) fixed costs and let the satisfied customers come back to you when they awnt to re-order.
Of course on top of this saving, you will make another 33% when you are able to identify the customers emotional connection with what you are selling.
It hardly matters what you say, it's how you say it that matters.
Really... talk to managers!
ReplyDeleteAs a person who has done this work for years it always makes my skin crawl when I talk to more field based sales people or managers their approach to doing the job.
Maybe I was lazy but I just always realised I could cut out so much stress from my work and the tediousness of having to send information requests (just 'cos people were unsure) by knowing my stuff inside out so I could answer concerns directly and get them interested or see if it wasn't a good fit.
Managers seem most keen about having a structure, or script - 'cos somehow without guidance telesales reps would clearly be too stupid and spend time just talking about the weather... or something :-/ Oh... and "it's a number's game" and "feed the funnel".