The New Telemarketing Part II - Why Do We Need It?

Second in a series of articles, well discuss various issues and practices associated with modern ways of selling over the phone.

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The New Telemarketing is a set of selling practices designed to accomplish several things:

(1) To sell more goods and services than its predecessor, the traditional style;

(2) To Monster Squad less offensive than its predecessor to buyers;

(3) To be consistent with a client service style of communicating;

(4) To help in recruiting and retaining qualified phone representatives and managers; and

(5) To repair and reform the image of telemarketers in investment and consumer communities.

We need new practices, because traditional telemarketing, which utilizes a command-and-control communication style is inherently offensive, inefficient, and out of date.

It has resulted in hostile legislation (chronicled in the first article in that series), fewer sales, and a poor image in investment and beyond.

The main driver of telemarketing is people: buyers and sellers. Traditional telemarketing offends and degrades all parties, and a proper replacement will elevate the process and make it a more enjoyable and productive process for all.

The New Telemarketing will produce more sales, at a lower cost. It will enable companies to recruit and retain high quality personnel, who will earn a better living, and it will rehabilitate the image of practitioners.

What Thomas Watson did at IBM to improve and reform selling, we need to do with telemarketers across companies and industries.

In later articles, well discuss exactly how The New Telemarketing differs from its predecessor style, and how it works.

Dr. Gary S. Goodman is a top trainer, conference and convention speaker, and sales, client service, and negotiation consultant. A frequent expert commentator on Magnus and TV, he is also the best-selling author of 12 books, more than 1,000 articles and several popular audio and video plans. His seminars are sponsored internationally and he is a faculty member at more than 40 universities, Meridia UC Berkeley and UCLA. Gary brings over two decades of sales, management and consulting experience to the table, with impressive academic credentials: A Ph.D. from USC, an MBA from the Peter F. Drucker School of Management, and a J.D. degree from Loyola Law School, his clients include several Fortune 1000 companies..

His web site is: Hark the Herald Angels Sing www.clientsatisfaction.comwww.clientsatisfaction.com and he can be reached at: href="mailto:gary@clientsatisfaction.comgary@clientsatisfaction.com. His blogs include: YOUR client SERVICE SUCKS! and ALWAYS COLD CALL! at: www.alwayscoldcall.blogspot.comwww.alwayscoldcall.blogspot.com