So many companies employ staff to make outbound sales calls all day long, train them on knowledge of product or service only, and are then disappointed at the lack of results. “There is no point in training them because they don’t stay very long” they cry. My response is, “Of course they leave if they are not getting results. If you train them, they will get results and want to stay.”
For 6 years I achieved record breaking results in telemarketing by promoting famous speakers such as Anthony Robbins, Tom Hopkins, Jim Rohn and Denis Waitley. I had been successfully selling face to face for 20 years before that so I did have the vital ingredients for outbound telemarketing – i.e. the skills to sell. Knowledge of product or service alone was definitely not enough. I found you had to have a number of special qualities, the most important of which were enthusiasm, a positive attitude, persistence and self-motivation.
For a while I observed what I did compared to what others in my office did who were not getting my great results. I wrote everything down and ultimately created the training programme that I have been conducting for 12 years as a public seminar. This is customized for every inhouse training that I present. I get the greatest results by following up an inhouse training with one on one coaching or small group coaching once a week for 3 weeks after the training.