 Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman  |
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| Article Title :: Salespeople: Those Inactive Accounts - Aren't! |
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| There are lots of ways to open sales calls, and I detail many of them in my books, such as Reach Out & Sell Someone®.But I’ve discovered one of them, the “inactive account” approach, is flawed.Here’s what I mean.You look at your database and you see lots of accounts that you haven’t talked to in a long time. Gee, you think, they must be upset with us, or minimally, they’ve taken their business elsewhere.This seems logical, doesn’t it?So, you rehearse what you’re going to say when you call.“Golly, Frank, we haven’t heard from you in quite some time. Is there anything wrong?”It’s not a terrible opener, and you might g (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Voice Mail Beats Live Message Taking, Hands Down! |
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| Today, I was on the phone, pitching a new book to hard-to-reach editors.An assistant came to the line at one place, and very pleasantly asked me if she could take a message.Almost without exception, assistants such as this person, in the publishing world, are first-rate communicators, so you can rely on them to accurately capture your message and convey it.But I don’t leave my messages with them, as a general rule—especially if I’m promoting a new title.Here are five, rock-solid reasons for asking the assistant to put your call into the buyer’s voice mail:(1) What you say is exactly what he or she hears. There is no “lost in translation” prob (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Anybody Can Write A Script! |
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| I was having a conversation with a couple of prospects the other day.The afternoon sunlight cascaded through their ground floor conference room, but it was the only source of illumination in the place.Otherwise, we could have been in a cave, tens of thousands of years ago—this is how primitive the conversation was.After I assessed the lack of quality in the script they’re using for handling inbound sales prospects, one of them snapped:“I can get anybody to write a script!”Of course, that’s exactly what you did. You got just anybody to write the current version, and that’s why:(1) It is not producing results, enough conversions of inqui (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Will Turner |
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| Article Title :: Handling "I'm Not Interested" |
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| Have you ever called someone to schedule an appointment and their immediate response was "I'm not interested"? It's often a knee-jerk reaction that people have to salespeople, particularly telemarketers. You may have used it yourself when you got that pesky call that interrupted your dinner. But why are people using it with you when you call to schedule an appointment? And what can you do about it?First and foremost, you have to understand that their reaction to you is nothing personal. The fact is that lots of salespeople have come before you and have done a poor job of selling. Maybe they used manipulative or high-pressure tactics. So now your prospect is more than a little suspe (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Joe Love |
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| Article Title :: The Key To Profitable Telemarketing |
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| Telemarketing is one of the misunderstood and misused forms of marketing, which is in part, why we have a national “do not call list.” If you use it correctly, telemarketing can produce tremendous results for almost any business. Yet, if you mismanage an attempt to sell products or services by phone, or let an outside company do it for you in haste, you will lose a lot of money and jeopardize your relationships with your customers.Telemarketing works best when you prepare the way for it with a sales letter or advertisement that causes prospects to write to you for more information. Once you know who is interested enough to at least return a coupon, request a free report, or req (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Sail Past Call Sentries By Volunteering Information |
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| There is a right way and a wrong way to try to get a prospect on the phone that is guarded by a secretary or another sentry.The wrong way is to start the call by asking, “Is Mr. Smith in?”Who wants to know? Does he know you? Have you spoken before? Are you selling something?The same type of response is provoked by the polite question, “May I speak to Mr. Smith, please?”Some brash intruders try to demand: “I need to speak to Mr. Smith!”Again, they’re likely to be shot down by call sentries.To get through, we need to communicate the idea that we deserve admittance, using the equivalent of a “password” so the gate will be lifted, an (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: You Can Sell Anything By Telephone! |
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| Just this week, one of my coaching clients asked me this question:“Do you think we can sell our product by telephone?”It’s a question that I’ve been hearing for years in my seminars. Can X or Y be sold this way?Finally, I wrote the best-selling book, YOU CAN SELL ANYTHING BY TELEPHONE!I stand by this claim; you can still do it, and the onus is on others to prove you cannot.But here’s the key, what I didn’t reveal in the title: You may or may not be able to do it, profitably.For example, a client that I had done a great job for in the security alarm business decided to buy an interest in a well known consumer electronic technology, and (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Scripts Don't Sell But People Do! |
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| If I had fifty bucks for every time someone has asked me to write a telemarketing script, I’d be wealthier than Bill Gates.Ok, maybe not that wealthy.I would think that readers of my best-selling books, You Can Sell Anything By Telephone! and Reach Out & Sell Someone®, could do it for themselves; at least a rough draft.Anyway, what I’ve told these script seekers is scripts are next to worthless, if you don’t know how to bring them to life. You need instruction in how to use them.Today, I trained a telemarketer at one of my coaching clients’ sites, and he is a perfect example of what I’m talking about. He’s a typical READER.What I mean by thi (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Handle Sales Objections The Smart Way With Diplomatic Transition Phrases |
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| You’ve contacted someone and opened the sales call with these words:“Hello, this is Gary Goodman with Customersatisfaction.com…”And right at this moment the prospect replies, “I’m not interested!”Rude, don’t you think?Here you are, at the very beginning of what you hope will be a pleasant give-and-take, and they cut you off before you can give anything!So, how can you respond, presuming they haven’t hung-up?You can do the intuitive thing, which is also the most defensive, and that is to argue with the prospect:”How can you BE interested; I haven’t even said anything, yet!” This is guaranteed to earn that hang-up, for (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: But I Am On The Script! |
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| At this point, I’ve written a number of articles about scripting sales calls, especially over the phone.Let’s recap my main points:(1) Scripting is inevitable. Even when we think we aren’t using one, we are!(2) Scripts need to be brought to life through special delivery techniques.(3) Four T’s inform the success of scripts: text, tone, timing & training.(4) Theoretically, you can have more than one script working in your sales unit, providing users are committed to sticking to those they adopt.(5) There are special ways to craft language so it sounds spontaneous and not canned.I suggest you take a look at prior articles on this topi (read full article) |
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