Business Services Industry
In praise of inside sales. (Ohio Transmission and Pump Co.)(includes related article)
Industrial Distribution, December, 1992 by Keough, Jack
For 44 years, Dave Derrow has been an inside salesperson's strongest booster. And it's certainly paid off for his company, Ohio Transmission & Pump Co. Dave Derrow, chairman of Ohio Transmission & Pump Co. (OTP), doesn't like to hear the word "no" from his inside sales staff when they're talking to customers.
And there's a good reason. "Studies have shown that 50% of all customers don't hear past the word no," Derrow says. "Right away these potential customers are already figuring out who they're going to call next. And that could be another distributor." Derrow instead instructs his inside salespeople to speak in a positive manner, telling the customer what OTP can do for him, not what it can't do. Avoiding words such as "no" and "but" is just one...
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