 Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman  |
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| Article Title :: The New Telemarketing Part I: Why Was Anti-Telemarketing Legislation Enacted? |
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| First in a series of articles, we’ll explore various issues and practices associated with modern ways of selling over the phone.***************************************************************Whenever we speak of telemarketing, we can’t ignore the 900-pound gorilla that is smack in the middle of the room. This critter is the sordid history of the field that resulted in restrictive legislation and formation of the Do Not Call Registry.Why did legislators at all levels of government jump on the bandwagon to restrict calls made to residences?I believe it had less to do with the times and places of calls, than is popularly believed.Yes, many people were c (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: The New Telemarketing Part II: Why Do We Need It? |
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| Second in a series of articles, we’ll discuss various issues and practices associated with modern ways of selling over the phone.*****************************************************************The New Telemarketing™ is a set of selling practices designed to accomplish several things:(1) To sell more goods and services than its predecessor, the “traditional” style;(2) To be less offensive than its predecessor to buyers;(3) To be consistent with a customer service style of communicating;(4) To help in recruiting and retaining qualified phone representatives and managers; and(5) To repair and reform the image of telemarketers in busin (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: The New Telemarketing Part III: Say Goodbye To Spraying-And-Praying! |
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| Third in a series of articles, we’ll discuss various issues and practices associated with modern ways of selling over the phone.*****************************************************************
The New Telemarketing™ is a set of selling practices designed to accomplish several things:(1) To sell more goods and services than its predecessor, the “traditional” style;(2) To be less offensive than its predecessor to buyers;(3) To be consistent with a customer service style of communicating;(4) To help in recruiting and retaining qualified phone representatives and managers; and(5) To repair and reform the image of telemarketers in busines (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: The New Telemarketing Part IV: Establishing Interest With Credibility Statements |
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| Fourth in a series of articles, we’ll various issues and practices associated with modern ways of selling over the phone.*****************************************************************
The New Telemarketing™ is a set of selling practices designed to accomplish several things:(1) To sell more goods and services than its predecessor, the “traditional” style;(2) To be less offensive than its predecessor to buyers;(3) To be consistent with a customer service style of communicating;(4) To help in recruiting and retaining qualified phone representatives and managers; and(5) To repair and reform the image of telemarketers in business and consu (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: The New Telemarketing Part V: Needs Based Selling Empowers Customers To Close Themselves |
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| Fifth in a series of articles, we’ll discuss various issues and practices associated with modern ways of selling over the phone.*****************************************************************
The New Telemarketing™ is a set of selling practices designed to accomplish several things:(1) To sell more goods and services than its predecessor, the “traditional” style;(2) To be less offensive than its predecessor to buyers;(3) To be consistent with a customer service style of communicating;(4) To help in recruiting and retaining qualified phone representatives and managers; and(5) To repair and reform the image of telemarketers in business an (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: The New Telemarketing Part VI: Why Telemarketers Prefer TNT |
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| Sixth in a series of articles, we’ll discuss various issues and practices associated with modern ways of selling over the phone.*****************************************************************
The New Telemarketing™ is a set of selling practices designed to accomplish several things:(1) To sell more goods and services than its predecessor, the “traditional” style;(2) To be less offensive than its predecessor to buyers;(3) To be consistent with a customer service style of communicating;(4) To help in recruiting and retaining qualified phone representatives and managers; and(5) To repair and reform the image of telemarketers in busines (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: The New Telemarketing Part VII: Objections Vanish With PDM |
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| Seventh in a series of articles, we’ll discuss various issues and practices associated with modern ways of selling over the phone.*****************************************************************
The New Telemarketing™ is a set of selling practices designed to accomplish several things:(1) To sell more goods and services than its predecessor, the “traditional” style;(2) To be less offensive than its predecessor to buyers;(3) To be consistent with a customer service style of communicating;(4) To help in recruiting and retaining qualified phone representatives and managers; and(5) To repair and reform the image of telemarketers in busin (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Mark Patrick Zondler |
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| Article Title :: Using Desktop Sharing Tools to Drive Sales Success |
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| In the traditional sales model, presentations are made in person at the client’s place of business. Today, however, rising fuel costs have translated into higher airfares and gasoline prices. As a result, the travel budgets of companies around the world are straining at the seams. Similarly, company executives are recognizing that traditional business travel consumes a significant amount of a salesperson’s time, thereby negatively impacting employee productivity. Both travel costs and a salesperson’s time increase the cost of on-site meetings, and represent resources that could be better leveraged to generate additional sales. As a result, businesses are increasingly seeking less ex (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Daniel Arenzon |
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| Article Title :: Cold Calling The Movie Star Way! |
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| LIGHTS, CAMERA, ACTION!In my office, I have a fabulous collection of framed autograph pictures of movie stars like Harrison Ford, Jack Nicholson, Farah Fawcett, Governor Arnold Schwarzenegger, Drew Barrymore and even talk show host Jerry Springer (I’m a former employee of the show). Those who enter my office for the first time, both business contacts and friends, say, "WOW! How did you get those pictures!" You should see their eyes and how they light up like a light bulb. I’ll tell you one thing; it’s a great ice-breaker! Keep reading.Then I thought to myself, "What a great idea!" Are you asking yourself, what is he talking about?" Then it hit me, why not contact sales (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Daniel Arenzon |
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| Article Title :: Cold Calling Mean Prospects |
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| "You don't have to keep calling me!""Stop calling me!""It's 10 o'clock Monday morning, what nerve!""I'm going to be hanging up on you!""What part of no did you not understand?""Who’s your manager?"Do any of these responses above sound familiar? I bet they do! In fact, it would not surprise me if you are smiling right now because you also have experienced one, two or all of these responses. If you have then you understand that such mean responses come with the territory. I commend you for this because you are indeed a true cold caller! We can laugh now, but when you are in the moment and on the receiving end of these responses it can be very int (read full article) |
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