New company and 20 yr old script
First of all, I have decided to get into a B2B telemarketing role after a year in B2C direct sales. I had initially thought the role could train me in a consultative sales approach (reason why I wanted B2B due to getting sick of hardselling to gullible people and wanted a more ethical approach) however the script that I am forced to stick with by my employer is 20 yrs old and all about hard-selling.
They mentioned to me that 'the script has been working for 20 yrs' and not to change it / complicate it / 'oversell'
Now it basically goes like this:
- Greeting / Get past gatekeeper
- Greeting / Mention you are only calling in regards to past contact (even if it's BS) / Gather details
- Product information
- Assumptive Close
- Rehash
This is not an appointment setter role, it's closing the deal there and then, setting up new accounts.
In this pitch, therefore there are:
- No open-ended questions
- No pre-empting common objections
- Potentially lying in regards to past contact (Not allowed to skip it)
- Seller 80% and Buyer 20% of sales process
Closing rate at 1% on average, though the top seller in the office is around 5% -> still, she achieved more retail value then the entire office combined last week.
So far what I'm attempting to implement a few open-ended questions to make the whole pitch sound less 'salesy', I've also swapped the script order to pre-empt the price objection before closing.
Alot of people deviate from the script (natural as a salesperson) only to be reprimanded - the top seller doesn't, still I do not wish to be a job hopper so I'm sticking to this role for a few more months - at the same time I wish to achieve/exceed targets in this role so that I can have it on my resume. Any advice?
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