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What Can Separate a Remote Sales Professional From a Telemarketer?

B2B Sales

Even those people who work in telephony software can find ourselves annoyed with telemarketers. Perhaps we are even more annoyed with the tactless approaches these sales people use because we see how telesales ought to be done. We know that there are types of auto dialers that fix most of the"problems" with distant selling by phone.

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Telemarketing originated from the 1950's, and by the 70's telemarketing companies were experiencing an enormous amount of success. By the 1990's telemarketing was often regarded as a public nuisance, and by the end of the decade legislative action was taken with the implementation of the"Do Not Call" registry.

There are lots of reasons why telemarketers fell from favor with the American public. These calls were often placed at the least opportune times, right about the time dinner was served and the family was gathered together. Telesales professionals were frequently competitive and refused to honor their contacts wishes not to purchase what they were selling.

On top of this is added the insult of this"telemarketer pause." This takes place whenever the telesales company utilizes a predictive auto dialer. A predictive dialer calls greater numbers than available sales agents. It does so based on the amount of dropped calls or busy signals it's been encountering, as well as how much time the sales representatives are spending on an average call. As there's absolutely no guarantee that there won't be more calls answered than you will find sales representatives to take those calls that a proportion of calls activate a telemarketer pause. That is when there isn't any representative on the line once the contact replies - the phone is dead.

It is a chance that this type of call will be routed to a sales agent soon, but in these cases the person called is predicted to remain on the line and wait patiently. Most often these contacts simply hang up the telephone. With clinics like these it's no surprise that we all find ourselves annoyed with these telemarketers.

Responsible distant sales professionals decide on a different kind of auto dialer - a Power Dialer. A power dialer just calls one number at a time for every available sales representative; there's not any chance for a telemarketer pause to occur. This kind of auto dialer not only satisfies the call centre's need to make more calls but also gives the potential clients being known as courtesy a predictive auto dialer cannot.

It is up to the sales people to manage the issues of over aggressiveness internally.