Pitching like a machine

1 replies
hey guys,

it's been a while since I posted here (months in fact...)...

.My first attempt at setting up a call center this summer failed for various (in retrospect, obvious) reasons and then life got in the way, but for the second time, I am giving it another go, in a tad more conservative manner this time (if I don't have a working script, I won't be hiring people or expanding into an office).

Soooo during the summer, I joined a call centre to actually learn how to sell.

The things they did there:
-my alias never backs down, is never in the wrong, and knows everything. In short, a figure of authority.
-The tone is not monotonous, but it is always the same (figure of authority).
-Keep control of the conversation,
-The leads were extremely targeted and there was only one type of socio-economic background.
-Very formal because of the high level of sales
-The script was very long, and read word for word, there were very few ,if any, deviations from it
-Was multi-call sales which involved two people.

In a way, I taught the sales were easier because unlike other places, the salesmen pitched like machines.Literally,I could have plugged a soundboard and it would not have made a difference because I never differed in tone. Even if the gatekeeper or prospect said stuff like "I'm walking out the door", I was never to rush.

My question is: is this a good end goal to aspire to in terms of sales proces for a one-call-closes?

I have restarted cold calling 2 days ago on my own, I wrote a new script from scratch selling text marketing. This time to small businesses.

I know that on the forum it is suggested to mimic the prospect but as I tried to do it, listening to my recordings, it sounds awkward or it sounds pathetic.

I have a french accent. I don't think it is exceedingly heavy when I am reading a script (I have gone to english college and high school), but people can still tell, espescially when I am nervous. I am stuck with it, like Celine Dion is.

I know there is a "zen" part to selling (for lack of a better word), but I get the feeling I don't get it at all.

Thanks WF
#machine #pitching
  • Profile picture of the author John Durham
    Originally Posted by socialentry View Post

    hey guys,

    it's been a while since I posted here (months in fact...)...

    .My first attempt at setting up a call center this summer failed for various (in retrospect, obvious) reasons and then life got in the way, but for the second time, I am giving it another go, in a tad more conservative manner this time (if I don't have a working script, I won't be hiring people or expanding into an office).

    Soooo during the summer, I joined a call centre to actually learn how to sell.

    The things they did there:
    -my alias never backs down, is never in the wrong, and knows everything. In short, a figure of authority.
    -The tone is not monotonous, but it is always the same (figure of authority).
    -Keep control of the conversation,
    -The leads were extremely targeted and there was only one type of socio-economic background.
    -Very formal because of the high level of sales
    -The script was very long, and read word for word, there were very few ,if any, deviations from it
    -Was multi-call sales which involved two people.

    In a way, I taught the sales were easier because unlike other places, the salesmen pitched like machines.Literally,I could have plugged a soundboard and it would not have made a difference because I never differed in tone. Even if the gatekeeper or prospect said stuff like "I'm walking out the door", I was never to rush.

    My question is: is this a good end goal to aspire to in terms of sales proces for a one-call-closes?

    I have restarted cold calling 2 days ago on my own, I wrote a new script from scratch selling text marketing. This time to small businesses.

    I know that on the forum it is suggested to mimic the prospect but as I tried to do it, listening to my recordings, it sounds awkward or it sounds pathetic.

    I have a french accent. I don't think it is exceedingly heavy when I am reading a script (I have gone to english college and high school), but people can still tell, espescially when I am nervous. I am stuck with it, like Celine Dion is.

    I know there is a "zen" part to selling (for lack of a better word), but I get the feeling I don't get it at all.

    Thanks WF
    Good for you! You got paid for training instead of paying for it!

    Do it just like they taught you and stick to your script. Every time you vary in tone or in script the law of averages starts over at the beginning, because you are no longer repeating the same action.

    If you are good enough to wing it you can get a sale here and there, but if you pitch like a machine you can hit a predictable quota day in and day out.

    I would bet that room hits their numbers every day, and even below average producers make daily sales. The reasons you described are why.

    Zen, is what happens when you consciously are trying to hold the same tone and vibe over a period of hours, it becomes kind of a zen like experience. You are focused on feeling for your vibe, and holding it steadily for long periods of time without variance, in the face of variables.

    -John

    Ps. "Multi Call Sales" = "T.O" system which you have heard me refer to alot.
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