Changes

By Dr. Gary S. Goodman

By Dr. Gary S. Goodman

I believe there is a niche for a a top tele-sales

I believe there is a niche for a a top tele-sales organization that can make these claims to prospective clients:

organization that can make these claims to prospective

clients:

“We Fill Meeting Rooms With Precisely The Right

“We Fill Meeting Rooms With Precisely The Right People.”

People.”

“We Set Appointments With Precisely The Right People.”

“We Set Appointments With Precisely The Right People.”

I could use one right now to get me before people who

I could use one right now to get me before people who can green-light on-site training & consulting programs.

can green-light on-site training & consulting

programs.

Some perspective:

Some perspective:

There is a rule of thumb, validated by behavioral

There is a rule of thumb, validated by behavioral research that says if you’re a presenter, a marketer, a persuader, almost without fail the WRONG people will be in your audience.

research that says if you’re a presenter, a marketer,

a persuader, almost without fail the WRONG people will

be in your audience.

If you want the Sr. VP of Operations or the COO,

If you want the Sr. VP of Operations or the COO, you’ll get a telephone sales supervisor or a CSR that has been sent “as a scout,” without authority or much gray matter.

you’ll get a telephone sales supervisor or a CSR that

has been sent “as a scout,” without authority or much

gray matter.

Why? There is selective exposure to information and

Why? There is selective exposure to information and people notably avoid anything that smacks of what they think they already know or should know. Also, top people closely guard their time.

people notably avoid anything that smacks of what they

think they already know or should know. Also, top

people closely guard their time.

At a faculty dinner at UCLA Extension, where I’ve been

At a faculty dinner at UCLA Extension, where I’ve been teaching a “Building Your Consulting Business” class since ’99, I asked some cohorts, who also consult, what a qualified appointment with a decision maker would be worth to them.

teaching a “Building Your Consulting Business” class

since ’99, I asked some cohorts, who also consult,

what a qualified appointment with a decision maker

would be worth to them.

One said “$100” and the next, a former Xerox executive, shook his head and said: “No, it’s

One said “$100” and the next, a former Xerox executive, shook his head and said: “No, it’s worth at least $500.”

worth at least $500.”

What do YOU think a great appointment is worth?

What do YOU think a great appointment is worth?

What would you willingly pay to hook a high-level seminar participant who'd be happy to hear your pitch for  

What would you willingly pay to hook a high-level seminar participant who'd be happy to hear your pitch for upscale products or services?

upscale products or services?

I believe each outcome is worth a ton, but presently, we're not able to attract effective enough communicators to the tele-selling field in order to produce quality results.

I believe each outcome is worth a ton, but presently, we're not able to attract effective enough communicators to the tele-selling field in order to produce quality results.