SalesHQ

Do you think it is easier to sell ads on the phone or in person?

Well I got to agree as far as other sales go as I have never done the outside sales with ads.  I know that going into peoples homes with sales is hard because most people dont want sales people at their door, so it can be challenging.  Phone sales can be more challenging with residential customers versus businesses, I've also found out.  But I think for myself that I would rather do inside sales versus outside sales as I feel more comfortabe not seeing their faces also. LOL!

Christine

     Outside sales is much easier then inside sales.Outside sales gives you the ability to show emotion.The client can see you are convinced on what your selling.To be convincing you must first be convinced.The client can see your body language,facial expressions.You have the ability to understand the psychology of your client when you are face to face.  This gives you a chance to understand the ental state the client has placed themselves. This gives you the opportunity to figure out what the client will  do.You can pick out items  around you and the client to make small talk to build a friendship relationship.

 Inside sales relies on your abilityto throw out words that may or may not inspire the buyer.It is easier to receive a  no ,it is easier to give a no  on the phone.I can give you an objection and hang up. Why do you think telemarketers have such a rough time at selling over the phone.

 When I must  make a sale over the phone I have a mirror in front of me. This allows me to become animated. I can use my hands to talk I can express myself in a manor that  the client can perceive. I pretend to be in front of the client and that comes through in my voice.

 It works as it creates the illusion you are in the room with the client..The illusion is to trick yourself not the client.

I currently have been in telephone ad sales for almost 5 years and was outside ad sales for about 5 years.  I still don't know if I'm wanting to go back to outside sales.  I really would have to see a substantial pay increase to be interested.....1. even if you get a gas allowance...No wear and tear on your car.  2.  You can contact so many more people....I think a lot of people are trained to think that outside sales is better.  The harder thing about inside sales is that you usually have a lot more customer base and getting it all done is the thing...Outside sales less accounts and easier to sell larger programs in my experience.  I think overall inside sales make me a better sales person.  Because instead of reading body language in person you see it over the phone....I like both types of sales...now I feel like I can only go and see a client in person if I feel they are going to be a good sale for me.  I don't know why I'm like that...so many other people just want to go waste their time on everyone.  I think I have to many customers to do that....

In my office I see some reps that just want to get on the road for their 2 appointment day...I have found through being in outside sales for me personally that it was easy to get caught up in long lunches and that occasional run through to the mall...or and for what ever life event might be happening. But the 2 appointment day cracks me up...I used to run 5-8 appointments a day when I was in outside ad sales.

At that moment in time I thought if I could just reprogram myself I certainly could make a lot more money with just a couple tweeks to the way I run my business. When I switched to telephone sales (which was with a different company) I wanted to force myself to get into the habit of always making calls the entire day. I thought being on the phone would make me an overall better sales person. Because lets face it sales is a numbers game and the more calls you make the better the results,unless your lucky enough to have an appointment setter or an assistant.

The flip side for tel vs. outside is that you do get more calls in but then you also have all the extra paperwork, ad design and other clerical and service issues for MORE accounts and less revenue than outside reps. Depending on who you work for...that in itself can be a lot added to the work load which cuts into valuable SELLING TIME that adds to your paycheck.

It's a constant learning cycle.

People can complain really about everything in an ad office..I'm so over that. I don't let others affect my performance. You just get used to working inside an office all day. If your busy..the time flies and your not worried about leaving. Me and another girl started walking a mile in the morning and a mile in the afternoon. We started taking breaks. People couldn't believe it -- we we're taking our own law allowed break...it actually increased our performance. A friend I know went to a brain dr. and he even said that relaxing your brain in hetic time restimulates your brain....I'm sorry..there can be a lot to talk about...

Being able to do both inside and outside sales does hone your skills; because now I read body language well over the phone and in person. But it really comes down to connecting with the customer on every call on the phone or in person. You need to know who to spend your time on.

What I would like to do is to sell a higher commission product/service...maybe something with computers. When I look at the annual amounts I sell my company and when I look at the commissions I make I think how can this be right. I've been doing ad sales for awhile...really haven't found anything better for me pay and benefits wise. When I do...I'll go there.

As far as pay goes....I guess it depends on who you work for. I work for a major corporation and the benefits package is pretty nice. Salary some say would be more than average. I say I work hard for the money. I'd love to have an assistant. I'll tell you what though....Love getting experience from small locally owned advertising companies too....working one-on-on with millionaires. Great Experience.

I'm in the Midwest and I love working new money the most.   I know some days I can make less calls than another and technically get more done.  But isn't it really because of what we did the day before and the day before that.  It sounds goofy but it's true...how you work your plan and plan your work.  Build the pipeline...and the customers will come.

I definently think it's easier to sell in person. 

Harriet...how is tv advertising sales these days?  My company is entering the cable market and I wouldn't be surprised if we started selling  tv ads too. Any imput?

Thanks.  That sounds nice.  Do you help with any of the production?

That sounds like something I'd enjoy! I like making home movies now as a hobby.

I am an outside sales rep, but I do a lot of work over the phone and through e-mail as well. I think that the work that I do over the phone and through e-mail has a lower success rate but a much higher volume. When I get out and go face to face I know that my success rate is higher. The problem that I have is after a deal is closed most clients like to make small talk. I don't know if it's a small town thing, or maybe I'm just a likeable guy, but this problem certainly does cut down on the amount of people I get to see in a day.

Let's relate it to baseball...

Inside Sales makes me a starter that plays everyday and has about a 250 batting average

Outside sales makes me the pinch hitter that bats about 600.

That's a very good point. I guess I would also rather start than be the guy that comes off of the bench. In order to make me as successful as possible I have to make sure that I am comfortable with both.

I think if your good at selling yourself, your good at both inside and outside sales.  It's actually harder to acquire the technique of acquiring customers through inside sales, but if you believe in the product and you let the customer do the talking, that's half the battle.  Although,  there are times that the outside call can be a better option as well.  Unfortunately, some people judge companies by looks rather than character. And believe me looks aren't everything.  Just because your wearing a suit doesn't mean anything other than promoting a company dress code.  That said,  either way your going to get many "no's" befor yes's and that's all part of the game plan.  Persistance and being truthful to yourself and the customer is the key. Good Luck