When I had my call center, I remember fielding a question from a member of my inside sales team after she finished a call. She said, “I just got off the phone with a guy who said he didn’t have time to talk because he was in a meeting. That just doesn’t make sense to me. I mean, why would you pick up the phone if you were in a meeting?” Continue reading
When I work with freshman sales reps, I usually have to untrain them from an odd, but consistent habit.
In coaching new reps on their phone style, I’ve found that they have a misconception about sales. They will invariably use some kind of price reduction as their solution’s main feature. Continue reading