Today I had one of my worst days in a very long time, I got only four orders but it could have been less. When working with telemarketing and trying to achieve telemarketing success it is crucial to understand that even when you have a tough day you can make something good of it. telemarketing Success is about getting as much commission as possible which means a lot of orders, I usually sell 10 to 12 orders a day so four is not really what I want.
Lets put it like this, last week I was home sick and I am still not totally well and the week before that I was the number one seller at the office. What is important to always remember is that telemarketing is always ups and downs and when there is a bad day there is always a way to turn it around, not always you can make it a good day but if you can get every bad day turned to an okay day, then the total numbers in one month will rise.
It is always easy to come up with excuses when you deal with telemarketing, like today for example I had a million voice mails, the right person not home and when someone at least answered they where very angry and not interested, then hang up the phone. When I had a check on my total contacts today it was a disaster, 30 contacts only and four orders. The numbers speaks I normally have 60 to 70 contacts a day and no I did not slack I have about the same idle time as always. So part of it was simply that I did not reach any customers and part of it I admit I lost focus for a while and even got frustrated when I at least got to talk to someone they where complete idiots.
Enough about this, how do we turn it around?
Well if I had given up early I would have ended with only one order or maybe two. What I did after half day has passed and I had only one order I went to listen to my own calls, one no thanks from today and one order call from a day when I had 14 orders and the difference was clear to me, I sounded almost the same but I found a lot of very small faults from my call today. Telemarketing is about how you say something and not what you say, my calls where identical in the words but the sound of my voice, argumentation and focus sounded very different, so I went back and changed this and I got three more orders. That is what Telemarketing is about if you can turn around a really bad day to something okay or at least only bad instead of really bad then you can rise your total numbers.
Then I went to my sales coach and asked him to give me coaching tomorrow is I do not turn it around myself by the start of the day. It is very important to get coaching early when you work with telemarketing, I usually am by the top sellers at the office but when I have a one or two days down I go directly to get coaching, most telemarketers do not do that instead they sit and try and try until they get stuck. In telemarketing it is always important to ask for help and to get yourself up from that down early and don't get stuck. The problem is that the ones needed coaching the most don't ask for it and the ones who have high numbers many times ask for help, for one reason they want high numbers always.
Being good at telemarketing is not to never ask for help but it is about asking for help when you know that you need it so you can keep your great numbers, that is successful telemarketing.
Sven Hylten-Cavallius is a successful Telemarketer still working as a Telemarketer. He has read a lot of books, got a lot of coaching and is very successful at his work and believes that another seller can give more than a sales coach, because the coach often forgot how it was when they where selling, Sven is still a seller and do this every day 5 days a week.
It is about making Telemarketers understand selling in the basics so they can apply it into their own calls and by that get better results. He also priced this book at a price that is affordable to everyone because of one single reason, he is tired of overpriced products that people need to pay big amounts for even before they get it.