Recently, I was listening to client calls at their Inbound sales call center. They sell bank products like checks, endorsement stamps, deposit slips and other such items. They also sell promotional products like pens, shirts, notepads and other items their clients can purchase with their own logo nicely printed on the product. Many companies use some products like these to promote business.
After listening to a few dozen calls, I noticed something that each sales associate did on virtually every call. After the customer ordered their bank checks, the sales associate would make four additional product offers, one at a time, all centered around bank products. And will you be needing an endorsement stamp today? Okay, how are you doing on deposit slips? Fine, and what about envelopes? And how is the check binder holding up? After four answers of No (in most cases), the caller was tired of being on the phone and had absolutely no interest in hearing about the promotional products. Read More »