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Attitude
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This
is the story of two telesales professionals working for the same company.
They were hired at the same time and have just about the same level of
experience and talent, but not the same positive attitude.
One of the sales professionals has a tickler file of her most likely to
“sign” clients. She is a meticulous note taker and has good rapport
with her contacts. The other pro also has two files going at any time.
“This one is for customers who probably won’t sign—this one is for
customers who definitely won’t sign,” he tells everyone around him.
Sales rep number one is proactive—and has a standard cancellation letter
for the prospect to use in canceling their former service—which she
includes in proposals and contracts she sends to prospects. “It makes it
easy for them to sign with me,” she says. A week later she has netted
eight new sales with seeming ease. Sales rep number two has a slightly
different outlook on how he will make his sales. “I am only going to
call the records which are new in the file.”
While sales rep number two has been taking extended breaks, rep number one
has been busy making calls. She disciplines herself with the following
guidelines: 100 calls a day, 60 of those calls before lunch. She budgets
herself to send out at least five proposals each day. Her manager is
surprised to see her put off lunch some days until an expected contract
arrives.
Sales rep number one has two goals: To be as good or better than the best
person in the office. The other goal is to make enough money this year to
buy that special car she has been eyeing. Sales rep number two would like
to pay off his car, or take a trip somewhere exotic. While sales rep
number one challenges herself to win some snazzy prizes, sales rep number
two can’t be bothered—since it’s his perspective that “the same
people always win, anyway.”
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1995-2000 |
