Is there a different approach

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Permalink Reply by Dental Sales Rep on August 19, 2009 at 8:03pm

What is different about you than the other telesales reps? What is different about your company than the other dental distributors? You need to be able to stand out in this increasingly competitive dental market. What makes you different?

As we all know price is never the way to get a GOOD customer.

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Permalink Reply by Richard Wolff on August 27, 2009 at 11:54am

Michael,

It's all about being unique just as DSR says. I'm in the same boat as you. Check out some of our conversations to see what we've been trying out.

Best of luck to you. Remember we are all here to share ideas we have and to gain some from others. Let me know if you have any more questions.

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Permalink Reply by Scott Mahnken on August 31, 2009 at 9:39am

You must bring immediate value to the call.
Review your product lines and ask yourself - which product is the best to lead the call with
Choose products that are truly differenciated and then "involve" the receptionist.

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Permalink Reply by Mike Maturen on September 19, 2009 at 8:20am

Michael--

I am not in telesales...never have been. I have always been either an Outside Account Manager, or a manufacturer's rep. However, I can share a few things that I have heard from my clients about those "pesky telesales reps"!

First let me say that your FIRST goal is not to be known as one of those "pesky telesales reps"! What my clients used to complain about is the following:

1. Sales reps that are pushy or rude.
2. Sales reps that call 395 times per week...even aaafter the office has said "no".
3. Sales reps that downgrade the competition.
4. Sales reps that offer nothing of value...other than price.

Really, these things can also apply to us Outside guys and gals. What they DO look for is someone who can bring some value to the practice...someone who is seen as an "unpaid staff member". They like it when a rep GENUINELY has the best interest of the client at heart. They like someone who is friendly without dripping honey out of the phone. A great way to accomplish this is to REALLY get to know the customer. Keep written notes of the calls so that you can ask the customer how her vacation to Cancun went, or how her kid's soccer game turned out.

Most of all, they like someone who is honest, does what they say they will do, and leaves the customer with a smile, rather than a look of disgust as they hang up the phone.

If your company allows it, team up with an Oustide Account Manager and work with him/her to give the best possible service to the customer.

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Permalink Reply by Wendy Aleman on January 19, 2010 at 10:17am

Michael - I can tell you that I have found two things that I offer personally and I sell myself and not my products. I am funny and VERY laid back. I do not push anything. I develope friendships with the people I deal with. Not everyone will like you but you know that all the people you call can use your products. Read the people on the phone. See how to connect with them. All you have on the phone is your personality so let it shine through. As someone very wise once told me - it is all about RELATIONSHIPS!

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