 Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman  |
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| Article Title :: Sales Stars Pitch From The Bullpen! |
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| When I was recruiting a call center staff for a Fortune 500 company, one of my associates fielded an inquiry from an applicant, and then handed the phone to me.“The job sounds interesting,” the caller said, and then she whispered, “But is there a window?”“A window?”I wasn’t sure about what she meant.“Is there a window in your call center? Can you see out, when you’re calling? I have to have a window, or I’ll go crazy!”I told her there was a window, with a beautiful view of the parking lot, but she had to be standing next to the copier to see it.“Sorry, that won’t do. Bye!”Well, you have to hand it to her. She kno (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Telemarketing Turnover: Game Over! |
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| A large metropolitan newspaper has a 300 seat call center.Every 90 days, on average, it turns over every one of those seats. Its annual telemarketer turnover rate is 400%, costing an estimated six million dollars. Twelve hundred new people have to be recruited, trained, and terminated to enable this behemoth to simply keep going.Internally, a large infrastructure of trainers and call monitors must be maintained, simply to service the demand for telephone-ready personnel. It is not in the interest of these people to tame the telemarketing turnover problem. It is this very problem that gives them ongoing employment and job security.In fact, it serves their purpose to be (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Take A Telemarketing Test Drive! |
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| According to recruiting specialists, most job seekers are so dedicated to the hunt that they don’t really stop to consider whether they will be happy doing the work, if they capture the position.So, imagine this scenario.Rosie has just been informed that she has earned a spot at Happy Time Telemarketing, and she is to report to work, first thing in the morning.She’s excited, and can’t wait to start.She has never sold anything by phone, but she liked the interviewer, and if she succeeds, she’ll earn more than her job as a server at a restaurant. And, she’ll be off her feet!So, the time arrives and she reports to work, but she meets with several (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Alan Boyer |
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| Article Title :: Cold Calling -- Turn the Nightmare of Cold Calling into a Sales Success |
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| Do you know that some of the greatest salesmen do it on the phone?Yet, I keep hearing how cold calling is a nightmare, how they hate it, and how even some sales gurus say "cold calling is dead." Here are some of the reasons I’ve heard from my own sales trainees, at least in the beginning: 1) Rejection—All I got was No’s and the phone slammed in my ear.2) All I got was voice mail jail and no one ever returns my calls.And there are others, but most come back to the same thing: the obstacle you are facing isn’t out there in the cold cruel world. It resides right between your own two ears. Your own beliefs are the obstacle. It isn’t anywhere else (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Why Don't Telemarketers Earn More? |
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| I used to literally sit at my father’s feet while he made business to business calls, to introduce himself, and to set appointments.He was a spectacular telemarketer, before that word was invented.His formal title varied, but one of them was, Account Executive. Wherever he worked, he rose to the top in sales, and his earnings reflected his achievements.He used to enjoy the fact that his ministrations were largely invisible to his cohorts, and he made a point to make his calls from home, to keep them shrouded in mystery. His peers and managers saw sales results, but they seldom saw sales processes.I think if he were alive today he’d agree that the most cruci (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Successful Call Centers Don't Need High Technology |
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| I walked into a call center the other day, a small one, and something amazing hit me.There is absolutely no high technology present in the calling areas.Sales reps use paper printouts of customer names, make chicken scratches to note who says yes, no, maybe, call back later, and not in.No one is served by an auto-dialer.This is a bare bones operation, and definitely a throwback to the 80’s, if not earlier.Yet it is successful.Let me repeat that.It is successful, and instead of putting its extra cash flow into machinery, the company is investing in its people, in the form of training and coaching. The goal is to create better sellers, not (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Tino Buntic |
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| Article Title :: Cold Calling 101: How To Get More Sales Reps To Cold Call You |
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| Busy business executives like yourself don’t have time to pick up the phone book or yellow pages to find products and services that you need for your business. You want sales reps to call YOU! Being on the receiving end of cold calls makes your valuable time more productive. After all, picking up the phone book to find what you are looking for takes a few minutes; receiving a cold call only takes a few seconds. You are industrious; that is why you will do anything to become more productive.Alas, there are tips, techniques, and strategies that you can implement to get more sales reps to cold call you. You must know what the mind set of the cold caller is and understand his motiv (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Will Turner |
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| Article Title :: Overcoming The Fear Of Cold Calling |
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| Do you like cold calling? Most salespeople don't. In fact, many people avoid a sales career because the idea of cold calling is so distasteful. And many salespeople fail in sales or never reach their true potential because they have never mastered cold calling.So let's look at the art of cold calling in its simplest form. Cold calling is picking up the phone and calling someone you don't know. Most of us don't have any problem picking up and using a phone; in fact, we do it all day long. We're also able to talk to people. So the "stigma" of cold calling has nothing to do with the physical act of picking up, dialing or using the phone. It also doesn't have anything to do with talkin (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Andrew Rowe |
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| Article Title :: Why Telesales/ Telemarketing Deployments Fail |
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| Let's talk about the fact that a lot of companies actually fail when it comes to telesales and telemarketing deployments because they fail to follow some of the key principles. So let's talk about what some of those failures are and how you can avoid those if you're looking to employ telesales and telemarketing functions. First of all, a lot of companies assume that if they just bring people in and stick them on a phone, give them a list and stick them in a cubicle that they'll be able to do fine on their own. And telesales and telemarketing is a really, really hard job and it requires a very specific skills set, a lot of unique DNA, which you won't find in another sales person, and al (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: The Power of Agreeability: Part One |
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| My parents were fond of the expression: “You can catch a lot more flies with honey than with vinegar!”Exactly, and the same logic applies to snaring customers.Most of us who do business to business selling have to get through secretarial screening, or at least handle these sentries deftly, if we hope to catch the decision maker. But we err, by sounding too cagey, too strategic, and generally, not agreeable enough.We can change this and get better results by altering slightly a key exchange with the screener.For example, let’s say I’m calling for Yoda, you know that hard to catch fellow, with the light saber and Zen-like expressions.I’ll call an (read full article) |
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