Of course, none of this is visible to the buyer, which contributes to its effectiveness.

In field selling, the closest we usually get is accompanying a seller to see a prospect, but we can’t exert such meticulous control without seeming unduly intrusive and distracting.

Having said this, using a scientific, systematic process seems essential, at least in telephone selling, because WE CAN.

Why would we ever accept making sales as an idiosyncratic, iffy result when it can become more predictable, commonplace, and more profitable?

Again, this is one of the crucial differences and actual advantages of telephone selling versus field selling.

Given its potential for meaningful, practical research and the leverage the resulting know-how can produce for companies and for salespeople, it makes you wonder: Why hasn’t there been greater “brain formation,” in the telephone sales arena?

Why aren’t our best and brightest communication scientists and scholars attracted to it?

Now, that’s a mystery worth unraveling!