We have heard computer consultants complain that their IT sales leads were pressured.
The truth is that an experienced telemarketing rep will normally have to rebut objections before getting a prospect to set up a face-to-face meeting.
Normally this is done by asking questions but the process can be much like slowing uncoiling a spring. The problem is that all to often as soon as you release pressure, a spring will rapidly recoil.
However, with our new state-of-the-art ‘sticky’ mail out we are now setting appointments without any objections! (more…)