 Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman  |
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| Article Title :: Temper Your Fear Of Cold Calling With An Even Greater Fear Of Your Choice |
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| The bad news is you shake and tremble at the idea of calling someone out of the blue and asking for their business.The good news is you recognize you are motivated by fear, and if you openly acknowledge this fact, you can put it to work.What do you fear MORE than cold calling?I’ll tell you what I fear and loathe:(1) Losing my independence. I realize that much of my calling is non-delegable. If I don’t do it, nobody else will nearly as capably, on my behalf. And if I don’t get it done, my business will fail, and I’ll have to get a job working for someone else, and that taskmaster, by the way, WILL compel me to make cold calls!(2) Not paying my bil (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Five Tips For Developing An Irresistible Telephone PRESENCE! |
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| Most people simply don’t know how to put themselves across by telephone.Face to face, they’re fine. They dress well, make eye contact, deploy a firm handshake, carry a snazzy briefcase or folder under their arms, present crisp business cards, and smile warmly.Look back at this paragraph.The person who puts himself across face to face has a lot of props on which to rely, don’t you think?When we’re on the phone, we have to prompt ourselves to use the tools that are available to us.Here are five tips for enhancing your telephone presence, your credibility and your overall effectiveness.(1) Speak slowly. The tendency is to speed up when we’r (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Salespeople-How Many Hours Can You Hack It On The Phone? |
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| In one of the “Dirty Harry” movies, Clint Eastwood quietly says, “A man must know his limitations.”Very true, and this definitely applies to phone work, whether you’re prospecting, appointment setting, or closing deals.It’s not a topic I think about all that much, but it coursed through my mind tonight, as I was developing a prospecting campaign that I intend to execute, myself.I think people have different fatigue settings, but they’re unaware of them.For me, doing outbound calling for an hour, and I mean a solid one, without breaks, is no big deal. In fact, I just start warming up, getting my phone voice strapped on at the half-hour point. (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Robert Warlow |
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| Article Title :: Cold Calling: How to Warm Yourself Up Before You Start |
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| Cold calling … even the name is enough to strike fear into the heart of many a small business owner! What image comes into your mind? Sitting in a lonely damp office, surrounded by paper, 2 day old coffee cups and a stack of outstanding work. In other words, something not very nice!Why do we hate cold calling so much? Why does the very thought of it send shivers down some people’s spine? Firstly, what were we taught at school and by our parents? Don’t talk to strangers! No wonder picking up the phone and speaking to someone you have never met causes such mental problems.What about every small business owner’s fear – the fear of rejection. That’s enough to find an (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Paul Cris |
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| Article Title :: Telemarketing – Great Way to Market |
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| The use of telephone to sell a product or service is called as telemarketing. There are many companies, which provide this services to increase the sales. These companies get leads and from this list they call the prospective buyer to promote the products. The leads may be purchased from another company or taken from a telephone directory.There are two types of telemarketing: One is inbound telemarketing and the other one is Outbound telemarketing.Inbound: In inbound telemarketing the telemarketing companies get calls and they need to be answered, take down a sales order etc. Inbound calls are much easier than outbound calls, as you know the type of questions, which are aske (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: How To Make Or Break New Telemarketers In Four Hours! |
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| If it’s up to me, I’ll interview, train, and get new telemarketers on the phones within four hours.That’s right, four hours. And about half of that time will be taking or making live calls!It can be done, but to accomplish it you have to have your systems in place. Your scripts, including answers to common questions and objections, must be distilled, and pre-tested for effectiveness.Your training must include a certain amount of drilling, sometimes referred to as role-playing, but there’s no playing involved.It’s work, a realistic simulation of what will occur on the phones, imminently.This is a make-or-break design, and lots of people don’t (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Beware Of Telemarketers Who Speak Too Softly! |
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| You can save yourself a lot of time, money, and disappointment if you don’t hire people who speak softly, either when they call you about a telephone job, or when they interview.Here are some reasons the soft-spoken should be avoided:(1) Louder voices sell better over the phone. (See my article, dedicated to this topic.)(2) It will be difficult to manage the person by walking around their workstation. You can’t correct what you can’t hear.(3) By sounding soft, they’ll send an inhibited message to their cohorts, who, in turn, will echo the soft tones, and your entire group will under-perform.(4) They’ll seem shy to you, and you’ll feel you’r (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Robert Thatcher |
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| Article Title :: Telemarketing: Accessible Way Of Reaching Your Customers |
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| It may be tiresome to deal with people from far-off places. But telemarketing resolves this altogether. Telemarketing simply refers to a process that involves all marketing related functions using telephones. Telemarketing will connect you and your customers all the time of the day.This is the most accessible way for you to have your business easier to manage. From the use of telemarketing, you can communicate with your clients anywhere you go.It is the use of telephone to communicate with your clients the goods and services that your company is offering. You can directly connect with your prospective customers and receive their orders and inquiries from advertising and prom (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Scripting Advice: Editing Is Always Easier Than Writing! |
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| You need to write a telemarketing or customer service script, and you always find it especially challenging, so what is the best way to do it?If you’re like most, you’ll pull out a blank piece of paper or put a clean Word document on your computer screen. Then you'll freeze up.You'll gaze into the vastness of that endless WHITE SPACE, wondering what you’re going to fill it with.That’s a very inefficient way to go about crafting a winning presentation. Instead, try this:(1) Write down the words, “Hello, Mr./Ms.___. Hi, this is ___with ___. How are you this morning/afternoon/evening? That’s good.(2) Or, have one of your colleagues talk out, and (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Should You Always Call To Confirm That Appointment Or Meeting? |
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| It seems like a no-brainer.You set up an appointment about a week ago to see someone in his office. It is set for this afternoon, at two o’clock.You should call him right away, and confirm that you’re still “on,” right?Not necessarily.If the meeting is important, and the person you’re seeing is responsible, it should be on his calendar, and you should be able to count on that.If you failed to “sell” the importance of the meeting, then it may not have been noted, and your associate might have flown the coop by the time you arrive, or otherwise be tied up.But note the problem in this scenario, and who is responsible for creating it. It (read full article) |
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