Debbie Mayo-Smith international inspirational motivational how-to speaker technology, time management, improving business performance
Motivational Speakers, Sales, Marketing, Time Management, Productivity, Technology, Tips

Qualify up front

Sarah Reilly, ITNZ, New Zealand
The following tweak moved Sarah from minimum wage to more than $40k per annum commission while working only 14–17 hours a week.

The trick is simply to ascertain up front (pleasantly) if the customer meets your sales criteria before they realise you’re a telemarketer. It could save up to an hour per shift.

Wrong way: ‘Hello, my name is . . . and I’m calling from . . . Have you heard of us before? We are [insert company history – *yawn*] and we’re currently trying to locate mortgage holders in the area. Would you fall into that category?’

Right way and conversation launcher: ‘Hi, it’s Sarah calling from Home Loan Solutions. We’re just trying to locate mortgage holders in your area this evening; would you happen to have a mortgage on the home there?’ With the right tone of voice, and by speaking
clearly and not too fast, this gets an excellent response, because you’ve given them a concise yes or no question. The conversation is now on your terms.

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