Devoted to lead generation, lead generators, and successful lead gen campaigns

Ah, Dan!

You've stumbled upon the secret to improving the effectiveness of any step in the sales process. Most salespeople (telemarketers included) are so interested in getting their story out that they forget that IT'S ALL ABOUT THE PROSPECT! If a salesperson has been trained properly, a prospect will either tell the salesperson how to sell them or will actually sell themselves while the salesperson watches. Unfortunately, most salespeople's egos won't let it happen.

Awesome comment RainMaker, there is no doubt that many insurance salespeople (or just salespeople in general) often forget about the prospect themselves! Way to point that out to us!

Really good discussion here about an all-time favorite topic! RainMaker has raised an important point about how telemarketers get so wound up in what they want to say, that they forget who is listening on the other end of the line. Evan raises a good point as well about insurance sales people. I'm in insurance, and I know there are sales people who, when trying to sell insurance, will just blurt out what they want, hoping the person they are talking to - the prospect - will listen. The bottom line reality is that if there is no emotional connection between what the prospect needs and what the company can offer to them, there's no point. The game is over. It doesn't just apply to insurance either of course. In order to sell effectively, this connection between what the prospect needs/wants and what a product/service can offer has to exist. Oh, and some telemarketers have to learn to sound like they are talking naturally, and not reading a script. I know for me, as soon as a telemarketer comes across as reading directly from a script, they have lost me.