Telemarketing Expert Says Recruiters Fail To Ask The Most Important Question

By: Dr. Gary S. Goodman
Submitted: 2007-01-17 12:32:20
Print this article | Tell a friend | For publisher | Social Bookmarking
Rating:
 

I don’t have to tell you that employee turnover in the telemarketing field is rampant.

By the way, this is nothing new. It plagued us a few decades ago, and if anything, it has simply grown worse.

There are lots of remedies that have been tried to stanch the outflow of reps, and to keep them aboard.

Some businesses, especially in technology sectors, have build game rooms into the work place. I saw one a few weeks ago when I was touring a facility in Los Angeles.

Others have expanded the “Casual Fridays” concept to such a point that people can come to work in beachwear and what could even pass for club wear.

But these tonics, soothing as they may be, aren’t sufficient.

I’ve found there are two variables that are super-powerful, one obvious, and the second one I’ve never seen discussed in the way we’re going to speak about it, here.

Number One: Pay people extremely well, or make it possible that some can earn astonishing dough, and you’ll slash turnover. The same firm with the game room paid a commission of $60,000 the previous month to one of its telephone salespeople. He closed a big deal and he earned big bucks. Hearing of his success will keep others pitching in hopes of doing the same.

Number Two: PEOPLE HAVE TO LIKE PHONE WORK. If they don’t, you can almost forget about the potency of Number One.

This is the key employment screening question: “How much do you like phone work?”

This can be followed with:

“Does speaking to fifty or a hundred people a shift excite you or wear you out?”

And then: “How do you know this about yourself?”

True phone-folks will stand up and be counted, and the others, the great majority of people, will smile nervously and slink away.

Napoleon Hill said it well, many decades ago in the classic book, “Think & Grow Rich:”

“No one can succeed in a line of endeavor which he does not like.”

Dr. Gary S. Goodman is the best-selling author of 12 books, over 600 articles, and the creator of numerous audio and video training programs, including "The Law of Large Numbers: How To Make Success Inevitable," published by Nightingale-Conant-a favorite among salespeople and entrepreneurs. For information about booking Gary to speak at your next sales, customer service or management meeting, conference or convention, please address your inquiry to: gary@customersatisfaction.com

Article source: Expert Articles

Most Recent Articles in Sales Teleselling category

  • Selling Products and Advertising are Very Legitimate Methods - By: Suresh Kumar
    While creating an income with the internet, most people don't even consider a much more effective method for making money on the internet, which is by selling their own services. Now simple math will tell you that if you are selling DVD players and are making $5 for each one you sell, it will take 200 sales to make $1000 of profit.
  • Top 3 tips for choosing an Appointment Setting Telemarketing Company - By: David Regler
    Are you looking for a steady flow of appointments with prospects? For many companies considering using telemarketing, appointment setting is main objective. I've lost count of the number of times I've spoken with a client and they tell me "I just need to get in front of them..."
  • Cold Calling is a HIGH Percentage Game! - By: Dr. Gary S. Goodman
    If you go to Vegas, Atlantic City, or even Monte Carlo, it pays to find the high percentage games and to play them.Typically, Blackjack is among them, which means it returns generally more money in winnings than say, the slot machines.One of the main objections of ardent Anti-Cold Callers is that they believe cold calling is a low percentage play, that when you do it you’re phoning people with brick homes and trying to sell aluminum siding to them.
  • Reduce Resistance and Inspire Curiosity By Becoming A "Cold Calling Journalist" - By: D.M. Arenzon
    We’ve all heard the same brush-offs from our prospects at one time or another. And you know what? It really gets old after awhile and often it can get a bit frustrating, these include responses such as:"Call me back in six months and we can talk.
  • I Hate Cold Calling, But, Will It Really Help My Small Business? - By: Brandt Stohr
    I hate cold-calling. In fact, there are a lot of horrible pains I would suffer before cold-calling someone. And I think that many small business owners feel the way I do.
  • Cold Calling Can Lead To Severe Depression If Your Prospecting Efforts Are Not Diversified! - By: D.M. Arenzon
    In the financial markets the key to building a successful investment portfolio is through diversification. This means that a diversified portfolio includes stocks, bonds, mutual funds and other investment vehicles. This type of "diversified approach" in the financial markets can also be applied to your prospecting efforts.
  • Redecorate Your Office And Increase Sales! - By: D.M. Arenzon
    It’s just another day at the office, huh? The time is 8:30 in the morning, you walk into your office and the first thought that enters your mind is the following: "I feel like I was here like two minutes ago." We’ve all felt that way, no?
  • Why Cold Calling Detractors Don't Belong In Sales Work - By: Dr. Gary S. Goodman
    I’ve had it up to here with self-appointed sales experts who pop-off with nothing but disrespect for cold-calling.They don’t know what they’re talking about and they appeal to the worst possible motivation in other salespeople: The desire to get something for nothing.Cold calling takes work, and genuine salespeople don’t mind that one bit.
  • Five Ways Cold Calling Beats Competing Methods - By: Dr. Gary S. Goodman
    You’ve probably been a little confused by the ads and articles that say opposing things.Some tout cold calling as a great tool, while others claim it is a waste, pass?, and too difficult.
  • I Make Cold Calls And I'm a "Thank You Note O-Holic" - By: D.M. Arenzon
    It’s important that I get my feelings out and by doing so I’m hoping that I will inspire other cold callers to do the same. Are you ready to hear what I’m about to say? Ok, here it goes....