Selling: The No-Nonsense Blog

When the buyer says “I’ll take it” that’s when the accountant starts his work but for us in selling it begins way before that. But where does it begin? I’d like to tell you about an experiment I used at seminars, some years ago. I’d invite a colleague of mine to join me on the platform. He would walk on without uttering a word and stand before the audience. I’d ask the audience to describe my friend from the list below.

HONEST

SLICK

CONFIDENT

PROFESSIONAL

INTELLIGENT

UNEASY

SLY

IMPULSIVE

AGGRESSIVE

MARRIED

EXTROVERT

EMOTIONAL

COMPETITIVE

TRUSTWORTY

NICE

Some would describe him as honest, others as sly and yet more as trustworthy and some would describe him as competitive. What was amazing, and which I found fascinating was that everyone was able to make a judgement. Here were people, who were willing to make profound decisions about another and yet that person had said or done nothing.

You Are How You Look

The reality is we judge people all the time based on appearance and first impressions. So where does the sale begin? The sale is on before you ever open your mouth. We form impressions of others within 5 to 10 seconds of meeting them. The reason you don’t catch peoples names, having been introduced, is that you are too busy studying them. You haven’t enough time for names, you’re so focused on deciding, what they are, you didn’t bother about who they are.

And don’t underestimate the strength of these feelings. Maybe you go to the same bus stop every morning at the same time, and there is someone, who also catches the same bus every morning, someone  you don’t know and  have never spoken to but for some reason  you just can’t stand them. In fact you have decided you hate them. Not hate, in that you’ll think about them beyond the bus journey, but enough for it to arise next morning when you see them again.

We judge people, we judge them instantly and we are merciless. And these judgements are based on little things, details. All sorts of little details, about you, and how you look. We judge people, places and even whole businesses on minor little things. As you go into a restaurant and you notice the glass door to be grubby, you’ve made up your mind.

Now I’m not going to bore you, or insult you by telling you about your hair or nails or any of that stuff. What I will say, is that at the beginning of the sale, the focus is on you, not your product. And it’s important, people buy people first. If they buy you, they will buy from you and if they don’t they won’t – if you get what I mean.

Don’t Be Too Obvious

However be careful of the overkill. I’ve already mentioned the salesperson with the over firm handshake, and don’t tell me that’s not common. Another one which is nearly always mentioned in selling books, and is also a victim of overkill is “maintain eye contact”. That explains all these salespeople going around with eyes out on stalks.

The classic example of the over obvious and phoney is the air hostess. You know the one, you have just landed after a long haul flight and the hostess who has been running up and down that plane for the last 10 hours is now positioned at the exit. As you pass she beams with a huge smile and says “have a nice day”. Now you and I know she’d sooner kick you down those steps than see you have a nice day.

The Talking Bit

Selling of course has to do with presenting – the talking bit. Your presentation as a salesperson must be planned meticulously. Now that might seem obvious to you, it’s certainly plain common sense to me. Yet it is astounding how many so called sales professionals will argue this one with you. They’ll say you can’t plan your presentation “sure all customers are different”, “you‘ve got to play it by ear “.  What utter nonsense.

All customers are different but their concerns are generally the same.  They are concerned about price, quality, reliability, all the usual things. Let me be absolutely clear about this, if you are selling a product for say two weeks, you are unlikely to be asked any question or hear any comment you have not already heard. After two weeks there will be few surprises, very few. Therefore it is only logical that you would plan your presentation. Just suppose you where a guest on “Who wants to be a Millionaire” and you knew the questions before hand, tell me now you wouldn’t plan your answers.

Remember in the selling situation you have about 5 minutes to make your mark. All that advertising, all that marketing, all that effort has one objective, to get you the professional salesperson in front of a live potential customer. Now you tell me you want to “play it by ear” – not likely!

How many times have you had a row with someone or an argument and you went away kicking yourself that you didn’t say this or that. Often I would imagine. In fact it is quite likely that you’d spend the rest of the day or indeed the week rerunning the episode in your mind. I’ve done it myself and when I retell the story, to anyone who will listen, I normally win the argument. That’s human nature I suppose. Believe me, for salespeople who do not plan their sales presentation they too rerun the sale and in the second version they always win the sale but of course it never appears on their sales figures at the end of the month.

It’s really funny when you think of it how some salespeople think. Take a salesman who is invited to do best man at a friends wedding. They will spend an inordinate amount of time preparing their speech. Books on speeches will be bought, hours spent in front of the mirror practising, further time boring their partner with “listen to this bit, do you think it’s funny?” And all to entertain a group of friends who have probably over entertained themselves at the bar before the speeches even began.

Yet the same salesperson who depends on presentations to put food on the table, educate their children and put a roof over their head just can’t be bothered to plan, they want to “play it by ear”. And I’ll give you a good one, those who practise the unplanned version normally end up with a consistent line of patter anyway, the only difference is theirs is ill considered, inadequate and unplanned. A planned and practised presentation will give the following distinct advantages.

ADVANTAGES OF A PLANNED PITCH

Confidence Builder

As you will know exactly what you are going to say, when you are going to say it and how you are going to say it you will feel and appear more confident. Remember our stuttering friend from earlier, who was invited to sing.

Feel Relaxed

As a fully prepared salesperson you feel more relaxed. You will be less anxious and as such avoid the temptation to talk too much, the graveyard for many a prospective salesperson. An anxious salesperson will not inspire confidence in a buyer and a buyer must have confidence in you, remember they are about to make a decision.

Attentive to your customer

As you will see a key selling skill is the ability to read your potential buyer. When you are struggling to think of what to say next you have limited opportunity to study your buyer.

All in all the often quoted saying of the salesperson “who fails to plan, plans to fail” is very true.

As I’ve said before the value of motivational speakers and the pep talk, so loved by managers, is short lived. Yes you might be pumped up for a day or two but in the long run you’ll need more.

Goal setting and objective mapping is the kind of clap trap you’d expect to see in any self help book. And I must admit I recoil at the thought of all that almost biblical commitment to defining your goals and realising your dreams. Having said that, I do believe in goals.

If you think about it, the one common denominator among  people who succeed at whatever they define as success is that they have what I can only describe as an obsession.  Success can be all sorts of things to all sorts of people. To some it’s sports, others business and so on. Some are born with that obsession and it is a life long endeavour to achieve their goal and to live out their obsession. Most people, who possess an obsession, will, given average ability, succeed.

I think we have all met and known someone who has had an obsession. You know the guy, you’re talking to him while you are waiting at a bus stop and he tells you that he intends becoming a racing driver. You are waiting for the punch line, but it doesn’t come. Just more of his insistent, excited racing car talk. How he is going to develop his career and how he has bought the book and watched the video. This guy is serious. Bus arrives, the whole journey, racing car talk. Getting off that bus, you just know in your heart and soul that you have been talking to a racing car driver. You, and for that matter he, don’t know how he is going to get there, but both of you know, he’ll be there

So there you have it, the key to succeed, is to grow yourself an obsession.

Nurturing Your Obsession

There is any amount of books written on the topic of goal setting and there are some great authorities on the subject but I’m not one of them. I believe that the essence of success is based on your ability to set and define a goal which defines success for you

How To Set Goals

The goal setting route in my humble opinion is as follows:

Decide your Goal.

It is very important that you are clear on what your goal is. Most people if asked will give you the usual generalities make money; have my own business and so on. For goals to be your engine you must very clear, very definite, very precise about what you want. And you must be true to yourself. Ask yourself what you really want.

See it in your minds eye

Picture yourself, what will it be like when you achieve your goal. What will you drive, where will you live. See yourself as you will be. How will it look, how will you look. See yourself talking to others when it has happened. Let your imagination bring you there. See it, taste it, feel it. Don’t be over concerned about how you are going to get there. Just be sure that you will arrive.

Set Milestones

There is a difference between dreamers and planners. Planners are people who realise that you have to set targets; you have to have stages to map your growth. So set milestones, focus on the next goal while keeping in mind your final destination.

Write it Down

Ever since Moses came down from the mountain with the 10 Commandants written in stone, we have had respect for the written word. Respect your dream, write it down. Write down where you want to be and what are the stages along the way. Be very clear about what you want to achieve, you don’t have to know how you are going to get there. Write your goal down and refer to it on a regular basis.

 Tips For Goal Setting

Don’t be too realistic. Most people set attainable goals. Often they are easily attainable, they are too realistic. They are limiting factors, don’t be afraid to dream, and don’t be afraid to stretch yourself beyond the reasonable.

Don’t tell everyone. Tell some but not others. Tell those people who are capable of vision, of seeing beyond the reasonable and who understand the attainable. The others, well be careful they can steal your dream and prevent it from becoming a reality

Buy a book by some of the know authorities and follow their advice because selling depends on attitude and attitude is born of obsession and obsession is driven by your world view and your place in that world.

To succeed in selling there are three essential ingredients. These are all you will require to prosper as a salesperson, we can all acquire them and in my opinion and experience you can do so with ease. However they are not equally important so let’s look at them in order of importance

Product Knowledge

No matter what you are selling it is important you have an understanding and knowledge of your product, service or idea. You should also have a belief in your offering.

The type of product knowledge you will require as a seller is different to what you would need as a technician. The technician must know what goes into a product, you as a seller must know what a buyer can get out of it. Simply put, you don’t have to be a mechanic to sell a car but as a car salesperson you must know what the car driver can get out of the car in terms of comfort, safety, enjoyment and even status and prestige. You must know how your product compares to others and its relative competitive advantages.

I would suggest that too much product knowledge can be a problem for sellers. Have you had the experience of buying a PC from a computer nerd? I rest my case.

So how much knowledge do you require?  You need enough to feel confident in describing and discussing your product and how it can be used and enjoyed.

As for belief in your product, it is often said “that if you don’t believe in it you can’t sell it.” And I suppose that’s true but it’s difficult to maintain loyalty to your product, particularly when buyers continue to down play its advantages. When you are consistently told “ah sure they’re all the same” or “it’s too expensive” such put downs eat away at our belief in the product. That’s why it is essential that we know the nature of buyers and how they behave, that too is knowledge. You, as a seller, must understand buyer behaviour, and we will deal with it, as we progress.

Here is a simple tip and yardstick for how much product knowledge you’ll need. Marketing people spend a lot of time, money and effort in compiling product brochures and websites. They incorporate all the features, advantages, benefits and competitive offerings of the product. Here is the written testament of your product, you should study, learn and know it in detail. Very often, believe it or not, sales people are unfamiliar with the information contained in their own product brochures and websites. Here’s a challenge take a brochure, invite a salesperson to answer questions of information contained in that brochure. You’ll be surprised with the results.

Product Knowledge is a perquisite for selling but in my estimation it represents just 20% of what you’ll need to know to succeed in sales.  As you will see the person, who is the most familiar and most knowledgeable about a product, is not always the most successful seller.

Selling Skills

I suppose it’s obvious to say that to succeed in sales you’ll need to know selling techniques. But let’s be clear as to what that incorporates. There are two aspects to selling.

Sales Presentation Skills

Presentation techniques describe how you conduct sales conversations. They outline how you open the conversation, how you direct that conversation, how you best present your product or service, how you deal with hesitancy from the buyer, how and when you close the sale and finally how you reassure the buyer that they have made the right decision.

Organisational Skills

Planning and organisation are key elements in the selling process. Setting objectives and determining actions to achieve those objectives form part and parcel of the toolkit of a seller. As you will see, new business development requires disciplined and organised behaviour.

Most people would relate to the presentation aspects of selling and are surprised at organisational skills. It is a mistake to think that organisation is not a key selling skill.  Badly organised and sloppy sellers justify their behaviour with remarks such as “I’m a people person; I’m not so good at detail”. What rubbish. If you have ever had to mop up after a sloppy seller you’ll know what I mean. Yes, they make sales but they lose customers. They over promise under deliver and generally waste time for themselves and everybody else. Be very clear, selling skills are not a menu from which you can choose the bits you like. If you can’t organise yourself, you can’t sell. Show me an organised, consistent and persistent seller, and I’ll show you a good one.

Attention to detail is almost seen as something which is for other people, lesser people and not for those who work on a bigger canvas. I don’t think I’m that arrogant but I’ve certainly not been as attentive to detail in the past as I should have been. Consistently over the years I’ve neglected to get this signed, or that clarified or some other omission which all resulted in extra work needlessly.

Attitude, How to Get Your Head Right

Selling skills do work, the practices, principles and techniques of selling are tried and trusted. But they don’t work for a lot of salespeople. Why, because they lack the essential ingredient which is attitude and desire. Make no mistake, no amount of product knowledge or selling technique will compensate for attitude. Yet attitude will compensate for an awful lot. Take a situation, which I have seen many times, a young fella joins a sales team, he’s a little unsure of the product and he has limited experience or grasp of selling. Yet at every hands turn, he out performs the other more experienced salespeople. How come this relative novice is so successful? Is it beginners luck? No, he simply has the drive, the excitement and the attitude to succeed.

Attitude Not Ability

Success in selling is more about attitude and desire than anything else. It is desire not ability which is the crucial factor. Consider this scenario for a moment. Just suppose I said to you I have a wonderful product I’d like you to sell. It’s a decorative jewellery box which normally sells for €275 but I can let you have it for a mere €30. How many do you think you’d sell? Not many I’d imagine. Now let’s suppose I used another approach and said, if you sell 100 of them, I’ll give you €50,000. Now do you think you’d sell them? Of course you would, no question. So let me ask you, what’s changed? Your desire has changed. It is about desire not ability.

In the selling profession unlike many others you will not succeed without the correct attitude. For example, if you are a truck driver and you hate your boss and the lousy stinking company you work for, you’ll probably still manage to do the journey and the job. In sales you won’t, full stop.

Danger of Negativity

Attitude is an absolute necessity in selling and we must always be on our guard against the negative which is in us and all around us. Some people are totally consumed by negative. They can always find reasons why something can’t be done and they can be very convincing. They’ll tell you “we tried that before, it didn’t work”, “the competition have it sown up”, “things are bad in the States it’s only a matter of time before it hits here”, “the pollen count is high “ any rubbish as long as it can be contrived as a reason why something won’t work.

And negative is very strong. Just imagine I told you I spoke to 100 people who know you and just one of them said they didn’t like you. Who would you be interested in talking to me about? I can hear you now. “It was that so and so wasn’t it” and on you’d go. The fact that 99 people thought you were a lovely person is all out weighted by that one so and so. Negative is indeed very strong.

There is an upside for negative people though. You might never make it in sales but you’ll never be lonely. Go into any bar in this town and say “I think things are on a down turn” there will be a queue to join you in conversation. Since the start of the Celtic Tiger in Ireland there has been a whole tribe wishing and willing its demise and when the downturn came, as it always does, they felt vindicated.

Negative attitude is a disease which you as a seller can’t afford to catch. It is a virulent virus and very contagious so be careful who you mix with. Your attitude is the key instrument in your tool box and like a carpenter you shouldn’t allow anyone blunt your chisel.

How You See Things

So how does this attitude thing work? Well I hope at this stage you’ll appreciate I have little regard for pop psychology and the charlatans who preach it. So let me explain the simple logic of attitude. Selling and success in general is all about how you see things and how you think.

If you approach a task with the attitude that it “can’t be done” what you will do, given human nature, is to go on to find other reasons and further reasons why it is impossible to do the task. And I have no doubt that you will find many reasons to justify your “can’t be done” position. On the other hand let’s imagine you think, and believe it “can be done”. What happens then is you become creative and innovative in your search for solutions. You let your imagination go, you problem solve, you search and dig deep.

And it still amazes me just how creative and innovative people can become. Let me give you a practical example. God forbid you were sent to prison but let’s say you find yourself incarcerated. And it is suggested to you that you make an escape attempt. You now have two choices, you can think “you can” or you can think “you can’t” If you think you can you will become observant, creative and innovative. People have conquered what seemed like insurmountable obstacles in their escape efforts and succeeded. And what’s the starting point, how you see it, how you think.

For most people the first option is to choose the easy option. I think I can’t. For successful people, be it in sales or elsewhere the magic words are “yes I can”

So the lesson here is whether you think you can or you think you can’t, you’re right. The choice is yours.

At this stage I’d like to tell you a little story. It’s an old one but I think it’s a good one. There was a small company in rural Ireland who manufactured shoes. As a shoe manufacturer, they of course were aware of globalisation.

Not to be outdone they decided to expand their operation. They, in their wisdom decided to send a salesperson to the desert to sell shoes. A salesperson was recruited and dispatched to the Sahara desert. Two weeks passed and they got a phone call. A dejected salesperson was on the phone. “It’s no use, nobody wears shoes here” the luckless salesperson returned home.  But companies being companies another was recruited and sent off to the desert. Two months passed and not a word. Another two weeks and the sales manager decided he should phone. He eventually contacted the shoe salesperson. The seller apologised for not being in touch. He explained he was too busy. He said in a hushed, but excited voice “I’ve discovered that no one has shoes out here, I can’t believe my luck”

I hope at this stage you are now convinced of the value of having a positive outlook. But being convinced, and having a positive attitude are two different things. Just because someone like me suggests that attitude is an imperative doesn’t mean you will wake up in the morning with a positive attitude. Me telling you to be positive won’t necessarily do the trick? It’s akin to a doctor telling a clinically depressed patient to “be happy” it’s just not that simple.

We must have a vehicle which helps us develop and maintain that attitude, day in day out. Most of us in business have had the experience of hearing a motivational speaker and yes; we come away feeling positive and upbeat. The problem is, it lasts as long as chewing gum. The key to acquiring a positive attitude and maintaining a focus is goal setting.

You Can Do It

When we think of sellers we form a picture in our mind. We think of someone who is dapper, articulate, and confident with a good line in chat. That might be the picture but it ain’t the true story, not by a long shot. In fact many of us rule ourselves out because we don’t see ourselves as out-going enough. We‘re not confident enough, we just haven’t got the patter. These might be common held views, but common or not they are just plain untrue.

Actually it amazes me just how persuasive people are in telling you they are not the selling type. Yes they will absolutely convince you, and of course. themselves that selling is not for them. They will completely sell you on the idea that they can’t sell.

Let me from the very outset clarify a few basic facts.

Confidence

Who among us can say that they are truly confident. Very few I would imagine and those that do proclaim to be absolutely confident are normally drunk or mad. Let me tell you a true story to illustrate.

A number of years ago I was speaking at a conference in Dublin and I began by saying that we could all do with a little more confidence. I asked for a show of hands for those who agreed with me and sure enough every one of the couple of hundred people put up their hand up with the exception of one guy in the second row.  I invited him to address the audience as to the source of his great assuredness. As to his response, well the word nappy should aptly define the moment.

Of course confidence is important but don’t let your lack of it rule you out. Sufficient confidence can be acquired and as we progress I’ll explain how you can develop it. And it’s not psychology or any of that guff, it is simple preparation. If you know exactly what you are going to say and how you’re going to say it you’ll have the confidence. It’s a bit like the fella who can’t string a sentence together without  stuttering and yet when he’s asked to sing  he’d put old blue eyes to shame he is so word perfect. Why, because he knows the exact words and as a result he’s confident. And so will you be if you do the preparation.

Good Talker

This is probably the biggest misconception of them all. We have this vision of a salesperson as someone who is so glib that they could talk you into anything. Well the fast talker may delay you, bore you, but they won’t convince you. You see selling is not about talking, it is about conversations. Conversations which you control, you guide but you don’t dominate.

So a seller is a good conversationalist rather than a big talker. So what’s a good conversationalist? Let’s suppose you go out with a friend for an evening. Your friend invites you to talk about your job, with further encouragement you proceed on to your family and just when you are getting onto your views on the current offerings on the TV soaps the barman calls time. Not a bad evening, very enjoyable and what a good conversation with a great conversationalist.

If you reflect on the people who you enjoy most, you’ll find they are the people who allow and encourage you to talk. A good talker doesn’t do the talking, they allow you to talk. As a simple guide, remember you have two ears and one mouth, you should use them in proportion

Developing conversations where you encourage the customer to describe and explain is an essential part of selling. Yet over-talking by salespeople is the most common mistake. I think what happens is that we are so anxious and enthusiastic we, as sellers, talk too much. What can happen is we sell something, and we talk so much, we end up buying it back. Unlike most other human endeavours, in selling the less you do the more you achieve. .

How you look

Sellers are generally well presented and you should be. And as you will see first impressions are important. But be careful, while you must present yourself in a certain way the important thing is that you conform to your buyers expectations. Here’s an example. Many years ago I was selling into music record shops and as you would expect shop managers were casual cool type people. At the time long hair and very casual dress was the norm. I as a salesperson was dressed in the usual suit and tie. As I was generally the same age as these people I decided with a fit of inspiration that I too would attire myself in a less formal outfit. It went down like a lead balloon, cool and all as the buyers were their expectation was that a supplier would be a professional business person. Wannabe hippies just didn’t fit the bill.

Now I do realise that dress code has changed and flexibility is now the norm but the point is still valid, you must conform to your buyer’s expectation. Just suppose you were to visit your doctor and when you walk into the surgery door you are met by someone who looks like a refugee from a heavy metal concert. Doesn’t exactly inspire confidence.

“Jack and Jill went up the hill” I get that; I understand that Jack in the company of Jill went up the incline. If you told me in plain words what the pair were at, and where they were headed I would suspect, that I and most others, would be happy with the explanation.

I would not need an accompanying picture of the duo in the ascent. Yet that is precisely what presenters do every time they are required to do a presentation. Whenever a salesperson or a manager is asked to present to a group that is inevitably what they do. Every statement is accompanied with a visual aid to reinforce the point. Of course rather than clarity, the opposite is the result. It is distracting to look at the visual and listen to the commentary. More often than not, the visuals are more than just a picture; they are tables of figures or other equally complicated guff.

I blame PowerPoint and those who do training courses on presentation skills. Virtually all Presentation Skills and Public Speaking Courses devote an inordinate amount of time to the topic of visual aids. As a result we have presenters who bombard us with unnecessary images which are counter productive. The visuals take away from the presentation.

How many times have you seen presenters do their notes on PowerPoint? They proceed by putting each line on the screen and then, to add insult to injury, they talk to the group, by looking at the screen.

So forget what you learnt on Sales Training Courses and Presentation Skills Courses and remember these few points;

They are visual aids not substitutes. Do not substitute your speech with unnecessary images.

Whenever you prepare a presentation with visual supports, review it and dump 75% of the visuals.

Never put more on a screen, than you would on a t-shirt, which you could expect to read, as the wearer walked towards you.

It is with awe and astonishment that I watched our own version of mam and apple pie on TV the other night. I’m talking of Darina Allen. What a performer and what a comeback kid.

Only six years ago there she was, as she walked arm in arm out of court with her child porno watching husband Tim. The country was outraged, and rightly so, as she and he brazenly defined public opinion. She stood by her man.

Newspapers, radio and even that staple of Irish TV, the Late Late show led with the story. A disgusting saga, as innocent children, some as young as five, were a victim to this fiend. Surely it was the end of the line for Ballymaloe and the Ballymaloe brand.

Apparently not, the products of Ballymaloe are on sale and evidently are selling in every supermarket in the country. Rachel Allen is the host of cookery programmes and Darina is a regular contributor with a recent appearance on RTE.  The cookery school in Cork continues to prosper. I think the Ballymaloe gang should forget about cookery and tell us all how the hell they did it.

One of our top training courses is Time Management, and it has been over the last twenty years. Despite the many tools we now have, from mobiles, twitter, email, we still struggle to manage our time. We still get stressed and feel disorganised as we constantly run late for appointments.

Regularly you will hear people describe themselves as a disaster when it comes to time keeping. “I’m always late, I just can’t help it”.

Time management is not a product of the tools and systems available to you. Nor is time management something you are born with, a gene which determines whether you are an on-time person or a late person.

Yes there are tools and basic techniques which can help and Time Management courses do work. To-do lists, prepared daily are a great help but the key ingredient is to get your head right. Decide whether you are an on-time person or a late person. Time management is your decision; it is in your head. Tell yourself that you are a person who is always punctual and you will be.

I know that all sounds simple, and it is, but if you are a person who describes yourself as “you know me, I’m always running late, busy busy, sorry about that” I have a feeling you will be late for the next appointment, you decide.

The traditional selling model of having Sales Reps in the field is gone. In the vast majority of cases the job of sales reps calling on existing customers on a monthly or regular basis is over. It just isn’t cost effective and to be perfectly honest it doesn’t work.

 Now I know there are some who will say that “their business is different and the personal call is the industry standard”, they will point to the importance of building and managing relationships and so on. They will talk of the quality of the call and how the face to face encounter is critical.

They are wrong. Telesales is the way forward and has been embraced by virtually all progressive businesses. Some struggled in making the move but in my experience, all have reduced costs while simultaneously improving customer service and believe it or not sales figures and definitely margins.

It is very attainable to establish relationships by phone. Strong and personal relationships are part and parcel of the telesales model. We can maintain and build loyalty using the phone as the medium.

 Telesales and tele-relationship selling has very distinct advantages. The quantity of calls improves dramatically; the quality of those calls can also be managed as management have direct access to the nature and content of calls.

 No matter what business you are in, telesales has a role. And if you don’t believe me, about building relationships on the phone, check out the adverts on late night television.