Magic Methods to Motivating Millennials to Manage Teleselling Mandates

Jun 05 2022 Published by dayat under Uncategorized

If you are a sales manager, business owner or long-time sales person there is no doubt that you have been witness to the Millennials’ methods in marketing and sales. They attempt to do everything on the Internet, including relationship building, link building and making friends and associates.

But as we all know these are not real friends that will be there for you when push comes to shove; oh, sure they’ll back you up if someone tries to flame you on the Internet, but they are not real friends, associates of guaranteed buyers of any of your products or services, well unless maybe you are selling some eBook or webinar something or rather.

Then, these same millennials call themselves relationship builders and enter the job market as sales people. But good luck trying to get them to cold-call or go hammer out a territory. No, they have their own methods like; doing a batch sort and emailing everyone with a form letter telling them about the great products and services and benefits and telling people to buy? Well, we all know that does not work, in fact, most people just delete those emails.

The other day, I was sitting in on a sales meeting as a consultant type of a very strong company. Many of the salespeople were millennials and as the sales manager went through the sales meeting identifying all the key prospects and the data associated with them that he gathered on the Internet. It was a waste of time. All the millennials had already done all that. Indeed, when they were discussing each high-value prospect and company. Each one would say, I already contacted them, I sent them information, I know them.

What they meant were that they emailed these prospects and prospective companies. In only two cases did any of the millennials pick up the phone and call any of the prospects they had carefully put into their data bases. That’s not sales and that is not a sales person’s job. The sales department should be doing that and the salesmen need to cold call, set up appointments, get face time, develop ‘real relationships’ and close deals.

What Works?
The secrets to getting millennials to jump is to offer them bonuses for each specific project based on the value of business that the sales department perceives that prospect to be. For instance, in the event of a high-value customer that the company really wants; the sales manager should say;

I’ll give a bonus of $500 for whoever brings this client in after physically meeting them.”
Changing the way the millennials do sales is essential to your sales dep

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Fundemental Success In Teleselling

May 05 2022 Published by dayat under Uncategorized

Outbound and inbound teleselling has to be the most difficult form of sales there is. Everything that can make a sales person great in person, rarely works on the phone. For example, a “normal” sales presentation involves visual contact, which encompasses body language, facial expressions and other non verbal cues. There is also no time limit to a normal sales presentation allow the customer and sales person to work free of heavy time pressure whereas many telesales roles have an ACD (Average call duration) between 3 and 10 minutes on average.

So how can you succeed in telesales without going crazy? Firstly there are a few factors that many telesales people don’t think about. Time management, we’ve already stated that telesales is quite tightly timebounded, but because call centre mangement quite often tell staff when to take their breaks. Staff themselves don’t really think about managing their own time. For example

Lets say you worked two hour bursts 09:00 – 11:00 with a 15 min break, 11:15 – 13:00 with an hour for lunch 14:00 – 16:00 with a 15 min break and 16:15 – 17:30. Rather than plodding through the day as it comes, look at the day as a whole, think about how many calls you want to do per “burst” this can sort your productivity for the day. Work out how long on average it takes to ask your qualifying questions and sell the revelent benefits

Next think about call quality, now, to be great in telesales, you need to consider three attitudes. Firstly, you need to be proactive. This means that you don’t get upset by the unpleasant customer you spoke to earlier, you forget the last call and the next call and concentrate on the call at hand. Its maybe your 50th call of the day but its your customers first.

Next, we need to think about being objective focused. Why are we making a telephone sales call? Quite simply, to make a sale! Never forget this, however the call goes. Ask for the business wherever you can (ethically of course) because telesales is usually more transactional as opposed to consultative, we can present our products after we have asked our qualifying questions to find out what the customer needs, and, after testing the waters, ask the customer if they would like to go ahead with it. I’f you don’t ask, you don’t get.

Finally, we need to be target driven…all the time! Not just when the Team leader says so, don’t do it for the team leader, do it for yourself. Break your yearly target down into monthly ones, your monthly ones down into weekly ones and your weekly ones into daily ones. Once you have that daily target, you now have a benchmark to hit everyday and something to work towards everyday. Plus, aiming to hit £500 every day in immediate sales is a lot easier psychologically than trying to hit £10,000 a month.

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