 Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman  |
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| Article Title :: Should You Sell By Using Phone Tricks? |
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| I picked up the office line and a live human, who sounded very much like a robot, said in a machine gun tempo:“Hello I’m with XYZ Associates and this is not a sales call, it’s a survey and we’d appreciate your opinion. Who is the person who handles the bills for your SBC phone account?”You know, I know, and probably everybody knows that this is patently false.SBC has nothing to do with this survey. It’s a competing carrier that wants to identify the person who can switch the service to them.And if they can get that person to come to the line, a sales effort will definitely be made.What do you think of this approach? All may be fair in love an (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Donna Gunter |
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| Article Title :: How to Leverage Your Expertise with Teleclasses and Teleconferences |
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| I first became acquainted with teleclasses back in 1997 when I stumbled across the coaching community. At the time, I lived in small town in western Massachusetts, and professional development opportunities were few and far between without a drive to Albany, NY, or to Springfield or Boston, MA.With teleclasses, I thought I'd hit the personal development motherload. I could simply dial a teleconference bridgeline from the comfort of my own home and be connected with 10-150 other people around the globe, who were all gathered on a call to learn more about a particular topic. Moreover, in many cases the class was free or low-cost, and I didn't have to get dressed, drive anywhere, f (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: 5 Crucial Things To Know Before Building Your Telemarketing Unit! |
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| Imagine planning a visit to a part of the world where diseases are rampant, but a vaccine is available, and you aren’t going to take it.This is what it is like to go into telemarketing without a thorough understanding of its challenges and dangers.I can tell you from vast experience, having built and improved countless units, that it’s a jungle in there, and to the unwary, you can easily get lost, or worse.Specifically, here’s what you need:(1) Dedicated Management.A tele-sales unit won’t run on its own. You can’t imagine how callers will get caught up in each other’s business and distractions without someone there to get them back to work. M (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: 5 Requirements For Being A STRONG Telemarketing Manager! |
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| In graduate school, along with college teaching, I held down some part-time tele-sales jobs, enabling me to eat well, drive a sports car, and have a lot more fun than a lot of my academic peers.One telemarketing place was owned by a couple of bodybuilders.Looking at them, you just felt they were going to deter most misconduct that telemarketers would think of getting into.I’m not saying all tele-managers should be able to bench press more than three hundred pounds.But you do need to be tough, because tele-sales people, especially those you’ll find in major urban areas, will test your mettle, time and again.Specifically:(1) Managers or supervis (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Having Telemarketers Aboard Will Create CULTURE SHOCK! |
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| Recently, when planning a telemarketing unit for a wholesaler, the question came up, “How will our other employees react?”I laughed out loud.“They’ll be shocked!” I shot back.And it’s true. When you develop an in-house tele-sales unit, you’re bringing in an alien culture.It’s not quite as dramatic as putting cats and dogs together, but there is an image I can’t get out of my mind: lions and lambs!Not really.But close!Telemarketers are rowdy, self-obsessed, mavericks when you compare them to other employees. If they have any substantial experience on the phones, they’ll take a glance at your place and don an expression th (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Outsourcing Your Telemarketing Program May Not Be A Viable Solution |
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| Telemarketers: You can’t live with them, and you can’t kill them!Seriously, starting and running an effective telemarketing unit is costly, more time and effort consuming than you ever imagined, and a grind, even when you’re getting positive results.And when you’re failing, and it feels you’re pouring resources down a widening sinkhole, it is like a near-death experience, each and every shift.To put a stop to the madness, management often thinks outsourcing is the answer, and on paper, it looks pretty good. First, these workers are never on your books, so you don’t run afoul of a lot of labor laws if they’re hired and fired in record time, which happens (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Every Sales Script Should Have A Built-In Confirmation |
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| You’re just so excited!You called someone out of the blue, made him an offer, and he said yes!Does it get any better than this? All you want to do is rush off the phone and not jinx your accomplishment.By all means, run away from that conversation, pronto! That’s what our insecurity, and perhaps our sales manager urges us to do.But it’s terrible advice. If you bolt, without having performed your own confirmation, you’re about to enter a fool’s paradise.Sure, you might have a yes, an appointment that will stick, or a sale that won’t cancel.But how can you know, unless you slowly retrace your steps, and make sure that the buyer knows all (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: With Less Telemarketing Aimed At Homes Are Prospects More Receptive At Work? |
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| An emotional boiling point was reached in the anti-telemarketing hysteria that came over America about a decade ago.This spilled over into legislation providing for the establishment of the Do Not Call Registry, enabling tens of millions of people to opt-out of receiving unwanted sales calls at home.Now that this legislation has been in effect for a number of years, and there are fewer unwanted calls being made and received, are consumers becoming more receptive to cold calls received at work?Or, are they just as prickly about being pitched at their desks as they are at their dining room tables?While there isn’t a scientific answer to this question, there is (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: John Bancroft |
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| Article Title :: Cold Calling Tips - How to Generate Sales Leads |
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| For many of us the thought of picking up the telephone means that we suddenly become distracted by a million and one mundane things that you desperately need to do! Tidy the desk. Sort through the Inbox. Do that filing. In fact anything, rather than pick up the telephone, but by following a few simple guidelines you can take the cold out of cold calling.Sign up for our Email Newsletter The following is an approach that will enable you to put the right proposition, to the right person, at the right time, and achieve the right results.
PlanningInitially you need to establish the list of companies you would like to call, but don’t worry if you don’t have contact na (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: John Bancroft |
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| Article Title :: Get in the 'Right State' for Cold Calling! |
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| These tips will help to boost your telemarketing sessions and improve your cold calling results..Physiology or should it be Fizziology!- If you wear a collar and tie, loosen this off- Have plenty of water next to you when calling, as drinking cold water keeps your voice fresh and clear- Sit up straight! Don’t slouch over when you are calling as it constricts your diaphragm, this in turn will affect your breathing and how you sound- If you are about to make what you perceive to be a difficult call – stand up and move around. This will change your state and get the blood pumping- Keep a level head when calling – no literally, lift up yo (read full article) |
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