In the last post we read about “Telesales Tammy”, the superstar of the department. Would Tammy walk out to centre field, tap a microphone and just start her pitch? Of course she wouldn’t

At this point, Suzie pointed out another fact: In the stadium example, the audience is there to hear Tammy. But in real life, Tammy’s calls may come in the middle of a meeting or just after the prospect got to work late because of a flat tire.

“You are holding back your superstar” Suzie told the manager. “What’s more, your superstar is doing all the right things but with the wrong tools. It’s just like giving an expert carpenter the tool box belonging to an auto mechanic. There are similar tools and the job will get done. But it will take longer, it will be frustrating to the carpenter, and it reduces the expert carpenter’s effectiveness.

Suzie went on to give the manager some surprising ideas to help him enable Tammy (and the rest of the department) to make more calls and close more business leads. So what was Suzie’s advice to telesales Tammy – You’ll have to check back to find out!

View Part five Here

 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