 Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman  |
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| Article Title :: How To Bring A Call Script To Life |
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| In a recent article I explained that scripting conversations is inescapable, inevitable. You’ll either use one unconsciously, from memory, or explicitly, having written it down.Presuming you write it down, which is a really good idea, you can now focus on improving your delivery, your vocal nuances, so it doesn’t sound artificial.If you ask most tele-reps why they don’t like scripts, they’ll respond that they don’t want to sound canned, believing that one naturally follows from the other.Not true.A few years ago, actor James Earl Jones did a radio commercial for a restaurant chain. He simply read from its menu, using his wonderful training to make eac (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Christopher J Enders |
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| Article Title :: Telemarketing No Call List |
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| The telemarketing no call list is something that you most
definitely need to be familiar with and aware of if you engage in
telemarketing as part of your marketing and sales program, if you
outsource telemarketing duties, or if you provide telemarketing
services for other companies.Historically, telemarketing has been deemed as an annoyance by
many due to unscrupulous practices of telemarketers who solicit
business through telemarketing, making unwanted calls, sometimes
at unreasonable hours, and basically being a nuisance to the
people they call.In addition to the standard annoyances, the telemarketing
industry has also developed a bad reputation due to deceptive a (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Gee That's A Great Sales Script! |
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| According to that oft-quoted compendium of bizarre statistics, The Book of Lists, people rank their fear of public speaking higher than their fear of death.The Book of Lists missed an opportunity because it didn’t have people rank their fear of writing. Granted, it’s less obvious and not nearly as traumatic as having to deliver a speech, but still, a lot of folks suffer from it.You can see it in the stiffness of their emails and the stodgy formality of their memos and business letters. It also creeps into their selling scripts.If you ask most salespeople whether they want to use a call script, they’ll say no, and one of the reasons they’ll cite is that it soun (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Relationship Building 101: Just Call Them To Say Hello |
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| There are a million reasons to call a prospect—all of them proper and official.For instance, you can call to tell them about a special sale, to introduce a new product, to alert them to a company-sponsored event.You can remind them to stock up on an item that is facing an impending shortage. The list, as you know, goes on.But, there is one reason to call that never goes out of style, and it earns you lots of relationship credits in the Bank of Human Appreciation:Just calling to say hello.We do this with family and friends, so why not with clients?I suspect many of us feel we’re wasting everybody’s time if we don’t begin a conversation with (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Dear Prospect: Teach Me How To Sell You! |
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| Peter F. Drucker, renowned management consultant and my professor, was fond of warning us against being “too clever.”This is very sound advice generally, but it is especially on the mark with respect to designing our sales approaches. Sometimes we try to cleverly disguise the sales purpose of our calls, masquerading as people who are doing “marketing studies,” surveys, and the like.Most prospects see through such shams, and they become worse than useless—they impeach our credibility.Instead of using cleverness, try to sound utterly guileless.Let the prospect teach you how to sell him!For example, one of my most successful sales campaigns—actu (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Ok, Use YOUR Script, But Stick To That! |
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| I believe in the expression, “Let a thousand flowers bloom.”Last Spring, it literally got me into trouble, because I planted a zillion wildflowers in the back yard, to have my own version of a Monet garden.It worked, too well! I had a riot of color, but my stepping-stones and walking paths were obscured, and the job of removing the dead stems, was tedious and nasty.Still, the chaos was beautiful and worth it.When it comes to sales presentations, I’m also a believer in letting a thousand scripts bloom. Theoretically, there are multiple pathways to sales. My script may be better than yours, for me, but the words that naturally flow from my lips can sound si (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: The Art of Goosing Sales: Bring In An Eagle, Fast! |
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| There are lots of little secrets that can help you to build sales in your telemarketing unit.But few things goose sales better or faster, than bringing an eagle into the room.An eagle is someone who very quickly soars above everybody else, or if he’s shy of achieving the production of your leaders, he’s still swooping down on them, minutes, hours or days after hatching from training.If you have to hock the family’s silverware, do it, if it means you’re going to get an eagle in exchange. How can one person be so important?Eagles are valuable because they say several things through performance that you can’t credibly say with words, as the manager: (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Bigger Voices Sell Better! |
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| I was never really fond of my sales manager when he strode into the call center and bellowed: “It sounds dead in here. Raise your voices!”Was he crazy?Here I was, having another intimate chat with a prospect about Time-Life’s Nature Library and suddenly, I sounded like I was calling from a zoo!Later, after becoming the top seller and then a sales manager in my own right, I came to appreciate the validity of his rude advice:Bigger voices sell better.Period.This may seem counterintuitive to you, as it did to me, long ago, but it’s actually true.Here are three reasons you want to raise the volume, whether you are a salesperson or a man (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Ring In Your Sales With Bells! |
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| When I was developing a call center for Xerox, I made a deal with my onsite coordinator:“Put combination locks on the doors, and don’t permit any tours without speaking to me, first!”I knew that a successful telemarketing unit would not only attract busloads of corporate tourists and gawkers, but it would be misunderstood.One reason I promote privacy is that I strive to create a unique environment in a call center, unlike that in any other department. One of my suggestions is to use bells, such as those that adorn the check-in counters at hotels. When a rep sets an appointment or makes a sale, he rings his bell.This signals success, and it causes a lot of (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: 5 Ways To Keep Your Call Center POSITIVE! |
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| It’s not an easy job, managing a room with potentially hundreds of people in it. How do you help them to be productive?One of the best ways is by managing the mood of the place.Here are five pointers that I’ve developed over the years:(1) Identify your center’s “opinion leaders.” These are usually folks in the rank and file who have no formal power, but lots of the informal kind. Perhaps nothing you can see makes them leaders, and you might never consider them for management, but a simple fact remains. They have followers—that’s what makes them leaders.When you have group meetings and you mention a change in procedure, observe who receives the gl (read full article) |
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