I’ve been in sales practically my entire life. I’ve sold debt consolidation, gym memberships, cars, and video production. As a kid I went door to door with a lawn mower, rakes and shovels to plow neighbors snowed in driveways. I’ve sold clothing in retail stores such as Gap and sold watches for Fossil. I have worked for banks as a teller and loan officer selling bank card products and small loans. I’ve even had a few small business start ups selling auto detailing services. I drove around with a wet vac, buffer, car detailing chemicals in the back of my 1985 Cadillac fleetwood brougham with business cards that read “I will come to you.”
My resume is extensive in sales. Although, a phone sales career isn’t that much higher on the reputable list of jobs on the totem pole, it’s an honest and decent living that anyone can learn to do even the disabled begger on the street corner.
Further more, telephone sales it’s the lost and forgotten art/skill that is dwindling because text communication is replacing this once highly valuable skill of painting vivid pictures over the phone.
Here is some valuable in-site of how the lessons of tele-marketing sales can enhance anyones personal and private life while also the wisdom gained is transferable over to many industries not just limited to phone sales.
This post will cover: persistence, time management, disparity of income and commissions, time wasted socializing, excepting and overcoming boredom, repetition, conduct, risk vs. rewards, goal setting, focused energy, understanding people, handling pressure and stress, separation between top performers and pikers, enthusiasm, confidence, and making big money,
The Fear of making calls. How fear holds us back in our regular day to day life.
Phone sales is much different than face to face sales. The initial impression that are made with energy, body language, a pleasant smile, dress, product knowledge experience can all be determined visually face to face unlike over the phone communications where the same cue’s must be conveyed auditorially. It can be kind of tricky at first if the last phone to phone communication you had were the days back in high school when your were chatting it up with your sweet heart until either your ear hurt or it burned off.
In phone sales, the customer can easily just- hang up in your face. And that takes a little getting use to. But once you get hung up on enough you get use to it and accept its going to happen. Getting hung up on or rejected isn’t ever the desired result especially if your only getting paid for the results you produce. So as you go about your day making hundreds of calls pushing past the rejection, and the I’m not interested, or the I cant afford it, you eventually make a sale. Close the deal. Confirm the payment. Book the job. Its exciting and exhilarating. (If you have never did phone sales and can’t relate its like that feeling in high school when you’ve been talking to your sweet heart all year over the phone and one summer she gives you the green light to come over to her house as her parents won’t be home. That feeling my friend-you sealed the deal!)
I had been out of high school for some time now and had been a little rusty on my phone game but its the same concept. So stay with me now, overcoming sales objections and fear in regular life is the same. People are going to tell us NO for whatever reason. We learn to know when we need to persist or when to give up all efforts. If she’s not interested its called stocking. Its the same thing if you keep calling a customer on the no call list. However, in all seriousness, sometimes the fear of hearing the word NO prevents us from going for what we want in life. We hear NO, I’m sorry, I’m not interested, NO thank you, it’s impossible, you can’t do that and we fail to persist for a second, third and a fourth time.
Is it a house you want? Go get it. Is it a career you want? Go for it! The relationship you want? By all means don’t give up! If you want a better life for yourself and your family then you can’t let fear of rejection detour you. Life is like phone sales. Every phone pro knows, you have to get through all the NO’s to get to your Yes. So pick up the phone of your life and smile today and dial away! Every imaginable opportunity awaits you.
What do you, the top sales pro and the richest guys on the planet have in common?
Whether you work 8, 12, or 16 hours a day for peanuts or you are a billionaire tycoon, what we all have in common is that we all share the same amount of time during each awaken day. Although, those with a lot of money have more resources available, I’ve come to learn that the top phone pro’s making $6000 a month and the minimum wage dialers making $310 a week have the same resources, but use them entirely different. Both have a cubicle, computer, phone, pen and paper, office chair, shirt and tie, borrowed space, recycled air, florescent lighting and the similar office work place distractions.
The best phone guy has extreme focus and a relentless work ethic. And his check is also the envy of the entire staff. He doesn’t spend his day browsing the web checking social media every other minute, nor does he get up from his chair every 5 minutes to go to the water cooler to discuss sales calls, personal life drama, or the latest football game nor does he waste time talking about how hot or cold is the weather. Instead, he rarely gets up from his seat. He doesn’t stop to ask how his cubicle neighbors spent their weekend. The top guy is not a jerk as you might suspect. If you ask a question he will answer you respectfully and humbly. He understands he’s under the radar and people are watching closely to label him the bad guy for making more money than all the rest. The fact of the matter is, he is a beast on the phone. And like every great company with a strong sales dept, they are known to be the company’s backbone. At any rate, he or she is there to make the company money and its a reciprocal relationship don’t be fooled.
The top phone guy is making more calls than the average guy or gall. He has more talk time than the everyone else. And why is this? It’s obvious. His respect for time. Whereas someone like me after sitting for an hour need to get up and stretch go get some coffee and vent to a co-worker about how a call bombed and the customer decided not to make a decision right then. As my co-worker shares his similar story, next thing you know we’re spending 15 minutes angered, venting, socializing, and comforting one another. Call it what you will. 15 minutes every 1 hour, times a 8 hour work day is 2 hours of non productivity. Not to mention 1 hour for lunch breaks. This equates to 10 hours a week and 40 hours a month of non productivity. Thats one extra/less check a month.
Don’t worry I’m not your boss. Just trying to make a point where time is concerned.
Time is a precious commodity. You can spend and hour with one client and it can make you a ton of money or it can be a complete waste of time. Either way, its an hour of your life that you will never get back.
Those who respect and value time the most live a more rewarding life than those that squander it. So be mindful of the hours you spend working for a fortune or working to build impressionable memories with your family.
So what’s my point here? Everybody wants the top position, to be the best and make the highest commissions. But are you willing to avoid all distractions? Are you willing to sit through the discomfort and back pains while your ass is falling asleep just to make $6000 a month? It sounds like a no-brainer. But from what I witnessed at this sales floor of 50 or more, very few are willing to do what it takes mentally or physically. And when I’m at home stressing about bills, spending more time on social media, financially frustrated, and am equally as exhausted as the top sales dialer,unlike me he can’t wait to get back to the office to make another $1500 that week.
Count how you spend your time and your rewards in life will be right there following.
A phone sales professional remains just that- a professional. Emotionally, never allowing to be taken out the game.
A phone sales professional never allows anger, frustration, annoyance, impatience, pressure, show in his voice tone or presentation. Never. For whatever the reasons the customer don’t buy from him, his response after overcoming objection is always “Ok great. Good luck if you still need us give us a call.” Because the true professional knows that the final impression may get a call back if the buyer senses pushiness or insincerity with his final choice. A pro always leaves the door open for a 50% call back. And besides, that frustration and stress will boil over and effect the next call. A professional is an expert and is knowledgeable in every aspect of his line of business. His communication skills are exceptional, product knowledge and detail is extraordinary, and most importantly the seller can empathize and connect with the buyer. Simply put, buyer is not purchasing from you if he doesn’t like you. A true phone pro does not celebrate every time he closes a deal or vent each time one falls through. The best pros keep hammering the phones. The time for celebration is when management brings you your pay in a wheelbarrow!
Being a true professional is not only important in the work place, but equally important personally and in life. Things are going to go wrong throughout the day. Someone is going to say something to upset you. Your going to get some bad news. Disappointments are inevitable. Its how you choose to react to them. Do you slam down the phone angry because the client chose another route and don’t make another call the rest of the day? Or do you spend unnecessary energy arguing and being pissed off about what you can not change? Things break, plans fall through, a landscapers and the car detailer can’t work in the rain instead they make calls and build tomorrows agenda. At least the smarter ones do.
If your a phone pro and you keep your emotions in check and handle your issues and problems objectively, your positive demeanor will allow for greater opportunity rather than unluckiness that stems from bitterness, frustration, anger, failure and a bad attitude. Keep a phone pros’s perspective at all times an your rewards in life will be substantial.
The actions of yesterday and today effect tomorrows outcome/income
The more calls made the stronger the pipeline. The more interaction with potential buyers the greater the chance of making the sell. If you dont show up on game day you don’t have a chance to make the buzzer beater. Although your bed is comfy and you might not want to get out of it because the entire day will be filled with uncertainty and rejection. Wake up enthused and excited for the opportunity that awaits. You just may learn something or meet someone interesting. Besides, your paycheck stands before you in the form of a call.
Some people would rather not sell and fear it as much as public speaking. Times have changed where you no longer have to go door to door to sell your products. Instead, you create a fancy website and flashy marketing advertisement hoping to woo your customer to buy your product. The same strategy is used for retail shops. The customer is expected to drive by your location. No longer do employees have to do any marketing, advertising or promoting at the store level. They just smile as the customer walks in.
There’s plenty to learn from the dieing industry of telephone sales. Truth be told, I was terrified to make calls in the beginning. My hands would get clammy I would fumble and mumble as the words would stutter out of my mouth. My confidence wavered. I’d become discouraged as my enthusiasm and excitement dwindled. I took it personal and would dwell on what I would say and beat myself up for what I didn’t say. I learned that there is much more to phone sales than only talking. It was especially disheartening when I would call back to hear the customer tell me they went with someone else and that they also paid more. This just taught me that I didn’t deliver with full hearted conviction. As I improved and learned from my short comings, I couldnt help but to be in awe of what made the best phone sales consultants. As I studied technique, established confidence in my ability, imitated what worked and kept my ears open, I took great joy in connecting over the phone with people offering a product that would benefit them.
Keep the end in mind. Focus your time and all energy on the results you desire most. Isn’t this true in Life?
The more calls you make, the more people you speak to means more rejection and possibly higher income. It’s the risk reward factor. Get use to being down in the trenches getting dirty working hard for it. Dig deep. Dial until your fingers bleed is the slogan. Keep your emotions iron clad and stay driven whether happy or sad. Your not a con artist, or a manipulator, or a shiesty salesman or a Wall street broker for Lehman Brothers who lies to stock investors while inflating the markets and potentially crippling the US economy. No, you have integrity. Your a phone pro!
Phone sales is challenging, but is also rewarding and the lessons I spoke of can be important life contributors. Outside of sales, the busier you are the more you get done and the happier you become. Productivity in its own brings satisfaction. I’ll prove it you. When you’re engaged mentally, your striving to reach your goals, your hearing more YES’s in your life rather than NO’s, aren’t you feeling better? Aren’t you more excited? We want to hear YES YES YES! So what activities are you doing on a regular basis to gain those desired results?
Stay busy, stay focused. Develop the attitude of a phone pro and I assure you life will bring its rewards to you in a wheelbarrow!