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Tag: Sales Calls

Sales Call Tactics – The Medium Controls the Message

tv-old20th century Canadian scholar and media theorist Marshall McLuhan once stated that when it comes to communication, “The medium is the message.”

In his mind, it was not always the content of the message that mattered, as much as the the method in which it was delivered.

For example, a television set can deliver a broad variety of messages through the media of video and sound—sitcoms, “reality” shows, newscasts, the NFL, talk shows, cartoons, full-length feature movies, and Shark Week. However, we often forget what TV can’t control—the fact that the recipient has to receive those messages under a very specific set of conditions.

The viewer has to be in front of a television screen, tuned to the right channel, able to hear the audio portion of the broadcast, and have a minimum level of outside distractions.

Have you ever considered just how much time, money and energy we dedicate to having a “maximized TV watching experience”? If the “medium is the message,” based on its use conditions, the message of the TV medium is that it’s a big deal. An investment. An experience compelling enough for us to plan our living arrangements around its very existence.

And here’s the kicker:

A sales phone call is no different. . . . .

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4 Sales Tips for Making Contact and Avoiding “Prospect Badgering”

One of sales reps’ most common questions is, “How many dials does it really take to make contact with a decision-maker, and how do I know when I’ve reached my limit of “pleasant persistence” and am now merely angering the prospect?”

By the numbers, every piece of sales research we’ve ever done indicates that it takes between 6 and 8 call attempts to reach a decision-maker (though this number generally goes down if you’re mixing in other media like email and voice messaging at the same time).

However, our research also shows that most sales reps only make 1.7 call attempts to reach a new prospect (far below the statistical mean to actually make contact), that they overestimate the total number of calls they’ve made (most reps think they’ve made far more call attempts than they really have), and that they rarely combine all three of the major “contactable” media—phone, voice message, and email—to produce the best results . . . .

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