I have a confession to make. I have done (and am done) with telemarketing. This was earlier in my sales career. The biggest sales difference between that field and flooring is we, as flooring salespeople, try to develop a trusting relationship. Telemarketers—besides severely annoying the people that they’re calling—use a manipulative approach to selling.
What I learned in this brief experience as a telemarketer is the power of the T.O. (turnover – sometimes referred to as takeover). The T.O. is simply a maneuver to engage needed help. Traditionally, it involves introducing a symbolic authority in the form of another person. I would “T.O.” to another colleague, supposedly my supervisor, to gain results that were more favorable for customers who were resistant. With this simple tactic, a difficult prospect would often melt in the hands of the person I turned them over to.