What Can Separate a Remote Sales Expert From a Telemarketer?


Even those of us who operate in telecom applications can find ourselves annoyed with telemarketers. Maybe we are even more annoyed with the tactless tactics these sales folks use because we view how telesales should be accomplished. Remote Sales know there are forms of auto dialers that fix most of the”problems” with remote selling by phone.

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Telemarketing originated in the 1950’s, and from the 70’s telemarketing businesses were undergoing a tremendous amount of success. From the 1990’s telemarketing was frequently seen as a general nuisance, and by the close of the decade legislative action was taken with the execution of the”Do Not Call” registry.

There are lots of reasons why telemarketers dropped from favor with the American public. These calls were often placed in the least opportune times, right around the time dinner was being served and the household was gathered together. Telesales professionals were frequently aggressive and refused to respect their contacts wishes to not purchase what they were selling.

In addition to that is added the insult of the”telemarketer pause.” This takes place when the telesales company utilizes a predictive auto dialer. A predictive dialer calls more amounts than available sales agents. It does so based on the amount of dropped calls or busy signals it’s been falling, as well as how much time the sales representatives are spending on a mean call. Since there’s absolutely no guarantee that there won’t be calls answered than there are sales representatives to take those calls a proportion of calls trigger a telemarketer pause. This is when there is no representative on the line when the contact replies – the phone is dead.

It is a possibility that this type of call will be routed to a revenue representative soon, but in these cases the person called is expected to remain online and wait. Most frequently these contacts simply hang up the telephone. With practices like these it’s no surprise that we all find ourselves annoyed with those telemarketers.

Responsible distant sales professionals decide on a different sort of auto dialer – a Power Dialer. A power dialer just calls one number at a time for every available sales agent; there is no chance for a telemarketer pause to happen. This type of auto dialer not just satisfies the call center’s need to make more calls but also gives the potential customers being known as courtesy that a predictive auto dialer cannot.

It’s all up to the sales folks to manage the issues of over aggressiveness internally.

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