Back to Basics
I know this much: Managers who sell on the phone make less money than managers who contact-sell. I have tried it both ways. When I call on the phone, the customer is sitting in his environment and all he has to do is hang up and I am finished. He may be distracted and not able to focus on my service recommendation. He may not be able to take personal calls at work. Bottom line, the customer has control of me and can easily postpone his decision. I don’t know about you, but when it is my money on the line, I like to be in control of the transaction. If you can do it over the phone, my hat is off to you. I just don’t get that warm and fuzzy feeling over the phone.
