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Sales, Telephone Terror & Some Tips
By Naz Daud -
So you have started a new business. You have done an in-depth study of the market place. You have a killer product - your office is ready - now the fun begins.
I had a long chat with a telesales professional. She was in charge of a company that marketed advertising for a large blue chip company.
Her team had to make 150 dial ups per day - that's right, you heard me correctly - 150 dial ups per day. Let me clarify what a dial up is. If you call and the person you need to speak to is not in - it still is a dial up. If you call and the person is in but asks you to call back later - it still is a dial up. And lastly if you do manage to speak to the buyer - that is also a dial up.
Their working day was 8 hours. When you subtract 1 hour for lunch and 30 minutes for 2 tea breaks per day - this leaves 6.5 hours on the = 390 minutes of cold calling. This equates to 2.5 minutes per call on average.
Now in reality, 70% of calls took less than a minute - due to the person not being in or asking to be called back later. So 105 of these calls are completed in 100 minutes. This leaves 290 minutes to deal with 45 decision makers. This equates to 4.5 minutes per call. In reality it doesn’t actually work this way. Some decision makers will reject the caller within a couple of minutes - this is great - now you can add those minutes saved by spending them on real potential customers.
What do I mean by telephone terror? This is a well known phenomenon that strikes at the heart of most people who have ever had to do telesales. The main cause is rejection. When a sales person makes 10 calls and gets 10 rejections - S/he feels miserable. S/he feels like the buyers are rejecting him/her and not the product. This leads to telephone freeze - no more calls!
So how do you handle telephone terror? Simple - keep making calls. Work out your averages, so you will know what you face. You should know the following statistics / averages inside out:
How many decision makers do you manage to speak to per day?
What percentages were interested
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