Don’t apologise for your sales call
Don’t apologise for your sales call. What you or your team does is an important job. It was Robert Louis Stevenson who said “everyone lives by selling something.” You should never feel guilty about doing a sales role. I notice from team audits sometimes http://www.tomarket.co.uk/teamaudits/ that telesales or telemarketing staff routinely apologise to the decision maker, but this gets the call off on a submissive foot.
When working with an I.T. software provider recently and carrying out some work to benchmark their team, Nicole said on one call “this is just a brief call.”
I don’t particularly like this phrase as it undermines what you are doing. It makes it sound a bit apologetic, and therefore indicates you’re ready for them to say they haven’t got time to talk to you. On one call in particular, when the decision maker wasn’t ready to move forward, she used the phrase ‘no problem at all’ three or four times in quick succession. To show that you are mentally engaged it is important not to overuse phrases too much.
So be loud, be proud ! If someone doesn’t want to speak to you, that’s fine, but always find out as much as you can about why not. Perhaps another time would be more convenient. In any case the more you can find out the better placed you’ll be. If they don’t want to talk, there is always a reason why. It may be that they don’t have a use for your services or product, but then you want to know that don’t you ?
And whatever you do, don’t ever say “this is a courtesy call !” Or at least not in my earshot anyway. I strongly dislike this phrase ! After all, what IS a courtesy call? An apologetic sales call ? Don’t get me started ………..
If you’d like to get a truly independent view on your telesales or telemarketing team from an external specialist who has no axe to grind, and are interested in what you can find out for just a few hundred pounds, give us a call on 01858 461148.
We regularly carry out telesales and telemarketing team audits in Leicester, Northampton, Corby, Kettering, Wellingborough, Loughborough, Coventry, Daventry, Birmingham, Cambridge, Milton Keynes, and Rugby and we now have a bank of team audit reports from industries such as vending machine suppliers, beverage systems, fork lift trucks, car leasing, car dealerships, plastics manufacturers, I.T. software developers, local councils, outsourced business services, telemarketing agencies, fire detection systems, industrial manufacturers and many more.