RULE 17 Learn to Say, “Next!”
Last month, I was working on a consulting assignment for a Fortune 500 company. My job was to help this company’s telephone sales representatives improve their overall efficiency and their sales totals.
Here are the facts I uncovered after a day or so of interviewing salespeople and managers. Put yourself in my shoes. Take a look at the situation I was called in to assess, and ask yourself whether a recommendation leaps out at you. (It should!)
• Managers felt that the phone sales representatives weren’t performing up to capacity; quotas were being missed.
• Managers felt that the quotas that had been set were realistic and attainable. (I agreed with them on this point.)
• Representatives were calling contacts repeatedly, ...
Get Make the Sale Happen Before Lunch: 50 Cut-to-the-Chase Strategies for Getting the Business Results You Want (PAPERBACK) now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
