If you have a product that can only be sold over the phone, then a couple of things.
Firstly, challenge the assumption. I always am curious when someone says the product can only be sold over the phone. And I say that because I sell $5,000 products without getting on the telephone, often without even having to send an email back and forth. It says from the website. So from my pre-marketing to my website to my sequences, it can usually sell up to $5,000 product straightaway without getting on the phone. So, first step is test your assumption that it has to be sold on the phone.
The second thing to consider is if you do want to get on the phone, you’ll probably increase your conversion. So it’s a higher paid hard work thing, or a more complicated thing. Selling on the phone is actually very easy.
I’ve created a product on this – How to Sell on the Telephone. It takes my best experience from all my years of debt collection, timber broking, credit control, selling for a living and putting it into a concise training. It’s about an hour long. That’s in SuperFastBusiness, and it’s on SuperFastResults. You can get that training and reduce the amount of time it takes you to sell on the phone because it’s very effective. If you use that training, you will increase your conversions and it might well be worthwhile for you to do it. Because you’ll get paid more per hour than almost any other activity.
So I’d say if you are too busy, then what are you too busy with? Could you get someone else to do that stuff? Maybe you can get someone else to build your website. Maybe you can get someone else to do your bookkeeping, or maybe get someone else to write your articles while you do the telephone sales.
When I was selling SilverCircle, I do the telephone sale. It’s only me, I don’t have someone else that does it. When you want to scale telephone sales, it is possible to hire someone for commission. But just remember sales people are very interesting machines. I’ve had many, many, many salespeople over the years. If you want to get good salespeople, I recommend you follow the training – How to recruit your next team member, because that takes you through the system I used to recruit salespeople.
Ideally, you want someone who’s able to follow instructions and a good person and good with customer service. And you teach them how to sell rather than finding a typical salesperson. They will be the worst salespeople. Salespeople who are on commission tend to extend the truth, tell lies, be inconsistent, try and manipulate you instead of the customer to make it easier for them. They are very difficult to deal with. If you’re up for it, if you can build a team of several salespeople, always get two, you’ll be able to benchmark them. Be prepared for one to leave in a blazing heap of drama. You’re going to have challenges. So I would say this, do sales yourself until you have enough sales that you could hire several people and then have a team and then you’re going to need to spend a fair bit of time and energy especially in the beginning, grooming and training them. Or you will spend a lot of time forever managing a high-drama sales team.
It’s a high risk, high reward activity, not for the faint-hearted. That’s my thoughts on commission-only salespeople. It’s a tough one.
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