Fret-Free Tele-Selling for the Reluctant Rep
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wherein acumen, expertise and the ‘gift of the gab’, won’t win the day.
Indeed, the best tele-seller I ever worked with had (until she came to work for us) never pitched a client. She’d never used the phone in a commercial context. She wasn’t particularly outgoing, nor did she have an unwonted level of confidence.
Instead, she had just four qualities that ensured her success: A pleasant attitude, a sound understanding of her subject, tenacity and… the ability to LISTEN.
At first, she was employed on a short term contract, to follow up a mass-mailing program. She was comfortable with that; the prospects had been contacted, so she wasn’t ‘going in cold’.
She did it well. So we did another.
Again, the program was a success: 23% prospects converted to appointments; 12% of those appointments converted to
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