What Exactly Can Separate a Remote Sales Expert From a Telemarketer?


Even those of us who work in telecom applications can find ourselves annoyed with telemarketers. Perhaps we are even more annoyed with all the tactless approaches these sales people use because we see how telesales ought to be done. We know there are types of auto dialers that fix many of those”problems” with distant selling by phone.

Telemarketing originated from the 1950’s, and from the 70’s telemarketing companies were undergoing a tremendous amount of success. From the 1990’s telemarketing was often regarded as a public nuisance, and by the end of the decade legislative action was taken with the execution of this”Do Not Call” registry.

There are lots of explanations for why telemarketers fell from favor with the American people. These calls were frequently placed at the least opportune times, right around the time dinner was being served and the household was gathered together. Telesales professionals were often aggressive and refused to honor their contacts wishes to not purchase what they were selling.

In addition to this is added the insult of this”telemarketer pause.” This occurs when the telesales company uses a predictive auto dialer. A predictive dialer calls more amounts than available sales representatives. It does so based on the amount of lost calls or busy signals it has been falling, in addition to how long the sales agents are spending on a mean call. Since there’s absolutely no guarantee that there won’t be more calls answered than there are revenue representatives to take those calls a proportion of calls trigger a telemarketer pause. This is when there isn’t any representative online when the contact answers – the phone is dead.

Remote Relationship Management is a possibility that this type of call will be sent to a revenue agent soon, but in such instances the person called is predicted to stay on the line and wait patiently. Most frequently these contacts just hang up the telephone. With clinics like these it is no wonder that most of us find ourselves mad with those telemarketers.

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Responsible distant sales professionals decide on a different kind of automobile dialer – a Power Dialer. A power dialer only calls one number at a time for every available sales representative; there is no opportunity for a telemarketer pause to occur. This type of auto dialer not only satisfies the call center’s need to create more calls but also gives the possible customers being called courtesy a predictive auto dialer cannot.

It is up to the sales folks to deal with the problems of over aggressiveness internally.