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Call Center Tips
September 29, 2006
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Call Center Tips welcomes fall with three articles that will give you insight into sales and management. For more information on successful sales and management tips, visit www.righttolead.com.

We know this will be a great season for you and your Call Center!

Sales calls are an art form. Many new IT Consultants have never had to sell anything before. For the uninitiated, sales calls are intimidating. By gaining the right perspective about a sales call and understanding the possible outcomes, you are on your way to becoming a sales call expert.

The number one trick to sales calls: Don't Sell.

When you are on a sales call the trick is to guide the client's decision. You ask them questions that almost seduce them into hiring you. This is an entirely different dynamic than when you are pushing them during the sales call. An effective sales call has the client pushing you to take them on.

With every sales call you will have one of four outcomes (2 good, 2 bad) as follows:

You only get one chance to make a first impression, so the first day in your new role is vital to give everyone the right taste for who you are and to get things off to a great start.

So, here are ten ideas you might want to try, all guaranteed to make things work best in those very early days - indeed that very first day!

1. Say Hello to Everyone By making sure you acknowledge each person as a real individual and worthy of your personal greeting and introduction, you will go a long way to being welcomed. Often this is way underrated. Recognising all in your team, at whatever level of contribution they make, is critical in the first moments of your management.

2. Ask Gentle Probing Questions By finding out what's important, especially on their real lives (we'll come to the business shortly), you will build instant rapport. These people need to know you are interested in them and have the ability to see past pure productivity in the business.

happy
I'm often asked "What should our customer service group be measuring?" Of course, there are many things you could measure in the customer service arena, but I tend to think of metrics breaking down into two specific categories....those that measure efficiency and those that measure effectiveness. So, depending on what you are trying to achieve, you might want to have a stronger focus on one set of metrics versus another.

If you are trying to impact effectiveness (i.e. your service quality), you'll want to focus on results metrics.


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