New sales position, need guidance please...

Hi fellow sales people!

I'm 24 and I'm french.

I live in London since 7 months.

After working in a call center as a french speaking reservation agent I started this week a position as a trainee sales consultant.

The company is specialized in hair replacement and restoration.

The 2 services that I'll have to sell are the following:

Solution 1. A hair replacement procedure (undetectable, non-surgical and permanent)
Average cost: 5495pound (10990$)

Solution 2. A hair-regrowing laser procedure
Average cost: 2495pound (4990$)

Basically, the selling process is the following:

People request a FREE consultation via our website or directly in our office.

We call them back and make an appointment for the free consultation. (so there is no cold call but not everybody accept the free consultation even if they requested it on the website).

The free consultation lenght is 15-30 minutes and should be used to close the deal by the consultant. But sometimes (as I've been told) a 2nd consultation is necessary to close the deal.

In this company it take an average of 11-13 weeks to go from trainee consultant to consultant. The company only give the leads to the consultant.

My question is : how can I find quality lead to have a lot of appointment and speed up the learning curve?

What an experienced sales pro would advice me to be successful in this position = make a lot of sales ;-) while having fun?

Thank you

Have you considered purchasing a highly targeted list of prospects from a list broker?

Ryan,

Tell me more about the training process. I have, on ocassion, been hired to train Customer Service Reps (CSR's). Here is a couple of questions for you.

1. Are you in training group? Or are you one on one with a trainer?


2. Tell me more about your training. Are your calls supervised?

3. Is it scripted?

4. What is your ideas on how you can achieve more sales?

5. Are you at a call center or doing this from home?

The reasons why I am asking these questions is because, I think with the skill that is in this forum.

To get the appointment on the phone, not a real training just a basic script. But we are in a training group for the consultation training (face-to-face)

The calls are not supervised. No report.

Yes. A basic script.

To sale a lot I must have a big volume of appointment (the consultation...) with people who had an interest in our services.
The enquirie made on our website are not enough as they are given to the others experienced consultants.

My ideas are:

A. Create a blog about hair loss where I would present myself as a specialist and leave the number of the company so that they call and book with me a consultation.

B. Use a highly targeted list of prospect (but frankly I don't know where to start...)

I do that from the company, but it's not a "call center". I do that from my personal office.

Hope that help...

Yes but frankly I don't know where to start...

So, do I understand your situation correctly, RyanH?

Is your primary job to prospect for new business? Are all the leads from your company's website given directly to consultants (and they by-pass people at your level)?

The blog idea is excellent, but it is not a short-term solution. Building P.R. with a blog can help you build your business, but it won't do much in the short term.

As far as a targeted lead list, my suggestion would be to connect with a company or a firm that sells lead lists and see if they have the ability to generate a list for you that is targeted enough for your product and then find out how much it would cost you. I'm not an expert in this field, but that's what I've done in the past when I need a lead list, but I'm in the U.S. and I don't know how it works in the U.K.

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I think the blog was an excellent idea. Also, you might google hair restoration or hair loss + your location. You'll get alot of your competitors websites, but you may also pick up some threads where people are discussing their own problems with hair loss. Also, I would consider doing my own advertising. Maybe putting up a nice color (professional) flyer in areas where men of this age range frequent. Make sure to ask permission first. I would try restaurants around hospitals and doctors offices. Maybe even in big corporate areas with lots of professional traffic. I hope this helps.

This is a great idea IF you know how to drive traffic to the blog and generate leads from the traffic.

You can purchase targeted lists from list brokers. There are several listed in the Directory under Sales Leads - http://www.salespractice.com/forums/f-168.html

Today, I had my first consultation.

The client was booked with the sales manager but as his english was very poor and that he was a french speaker, the sales manager gave me the opportunity to do the consultation. (I'm a native french speaker)

I sold a 6 months laser treatment for 1975 pound ($4 013).

i'm dfefinitely boosted to make more consultations.

The blog, I believe is really a good idea but as said Houston I must know how to drive traffic to the blog and generate leads from the traffic.

Definitely great idea!!!! I'm going to use that also

Concerningg the leads I'm wondering if if i'm not going to use the NeverColdCallA system.

http://www.nevercoldcall.com/our_system.htm

Does anyone tries this system before?

Congratulations, RyanH!