Buy Electronic Components

The so called "sales funnel, are you getting it write

The next person you call could be the one that gives you a super enquiry, and helps you nail your target for the month! But we must get it write, or is that right! [little differences make a big difference!]


"Hi, tell me about your business" Um, "NO, Bye"

My topic for today is selling, I feel guilty when I say “NO” and put the phone down on them!

So how can we get it write!

Here goes...

I hate Wallies calling me up when I'm busy at my desk in order to try to sell me something that I have no interest in or requirement for. They do it all the time and instead of telling me all the wonderful product benefits of their incredible 'online Part search' I've never heard of, they insist on asking me a set of personal questions about the business. Hang on; you're supposed to be selling me something aren't you?

Do your research, work out what the company does and work out who you're talking to. Don't expect me to sell the company to you. It also really annoys me when they've found the name of some senior person in the company and try to drop it in a 'oh yeah, I spoke to Dave and he was all like, yeah, I'm definitely gonna buy it, I just gotta speak to Gail and then I'll send the PO'. What do you take me for? I mean, we don't even have a Dave and we certainly don't have a Gail

Terrible sales people do my head in but it's not just about that one phone call; if I actually picked up a on the companies name before tearing strips off them (in my best Sir Alan Sugar accent) before hanging up the phone, I'd make a point of never doing business with that company. So this has got me thinking about sales and particularly telesales...

Picking up the phone and talking to someone about your business, telling them why it might interest them is, and always will be, a critical part of business life. However, knowing this and knowing what a detrimental effect that doing this important thing badly has, shouldn't we all be thinking of a more intelligent way of going about it? Rhetorical. I imagine, and I'm pleased to say I have no experience of this, that sitting with a headset on banging out phone calls from a database, one after the other, day after day is pretty soul destroying and when you get absolute *** holes / heroes like me taking relish in telling you what a poor sales person you are, well, I guess it's not very nice. Here's the guilt trip coming back. So how do you make this important role firstly a pleasurable and motivating one for the poor soul on the phone and similarly how do you make the person picking up the phone on the other end (me) interested in the call?

Well we've been thinking about this at Oracle Components for a while now, (we did some research) and we've come to the conclusion that calling someone up, stone cold and trying to sell them something is hard if not impossible, in today's market and to do in our industry, or any industry for that matter, is almost impossible! So it's not about calling a Purchasing Manger and saying 'Oi wanna buy some Components mate?' (not that we ever did this, some cheeky folk do!), it's about calling up the very same person having done some research, [and research is the key here] into a recent Product they made (in whatever discipline), having some opinions on it, having some opinions on the products they make, and the franchises they use, and opening a conversation, using natural charm and enthusiasm to make the call a success. Keep it light; don't attempt to close any kind of deal, show some interest and then say goodbye. Now you're getting it write you're on the radar, send them some information by email and post, this helps make the next call easier and let's go from there.

Now it's about the next 2, 3, 4 communications and how you make them stand out. It doesn't have to be more phone calls, better that it's not. 'At the end of the day' (what a ridiculous expression, as I go home then!) we're all consumers and none of us generally act on the first piece of marketing that we see, hear or read. The same goes for those professional who take calls every day. You need to impress them several times over a long period until they're well and truly through the purchasing funnel. It's a simple idea but one that I don't think is ever done well. It’s a numbers game, so get calling, but pay attention and do it RIGHT!


Funnily enough we have a role of this very nature going http://www.oraclecomponents.co.uk/ – Junior Tele sales if you fancy a new biz role with a difference, call 07-88-1-88-40-37

Sorry for the miserable sales pitch at the end there, now, you buying or not!!

More guilt.

Thanks for listening...

Now who's that on the phone ... Hi Wallie...uhmmm.. errr, get it RIGHT...... No thanks Bye!!