In the last post we read about “Telesales Tammy”, the superstar of the department. Tammy’s manager called his mentor who gave him some advice. And what a change it caused in Tammy!
Business Leads Superstar – Here’s what Tammy did
After listening to the manager’s response, Suzie was quiet for a moment and then said: “You have a business leads superstar on your hands, don’t let her go. Now, here is what you need to do to help her succeed…”
She asked the manager to imagine that his top cold caller was not at her desk in the office but rather in a large stadium that holds 100,000 people. Each person represents a prospect. Would Tammy walk out to centre field, tap a microphone and just start her pitch? Of course she wouldn’t.
And yet, as Suzie pointed out to the manager, that’s exactly what he was asking her to do. She was using a canned pitch and presenting the same thing to every person she dialled.
No matter how enthusiastic she was and no matter how much she believed in her product, it would be unreasonable to assume that all 100,000 people in that stadium had shown up with cash in their pocket to buy that day.
In the last article we read about “Telesales Tammy”, the superstar of the department who could cold call an impressive number of people and turn them into business leads.
View Part Four Here
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