 Category :: Sales Teleselling Articles |
Author :: Michael Russell  |
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| Article Title :: Telemarketing - Fundraising Laws |
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| The laws governing telemarketing calls have been toughened due to the outrage of people who have been constantly harassed by telemarketers calling them at all hours of the day and night. One of the most complicated and convoluted of the telemarketing laws are the laws that pertain to telemarketers who make calls on behalf of fundraising organizations. In order to better understand these laws so that you, as the consumer, know whether or not your rights have been violated, what follows is a brief summary of telemarketing fundraising laws. Please be advised that these laws may be slightly different based on where you live. These are general FTC guidelines.First of all, it is impo (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Michael Russell |
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| Article Title :: Telemarketing - How To Handle The Job |
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| This is probably a guide that most telemarketers wish they were given before they began their job. The truth is, telemarketing is hard work. People don't like being called in the middle of dinner only to be asked what brand of toothbrush they prefer or if they would be interested in a free trial subscription to Redbook. Potential customers can get very nasty. Some will simply hang up, but what happens when you get one who actually wants to talk to you? These tips on handling those who do and those who don't will help a lot.Telemarketers are given a script. They are told under no uncertain terms to follow the script. But the truth is, these scripts can get annoying and make y (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Daniel Arenzon |
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| Article Title :: What Can I Do If I Don't Make My Sales Quota? |
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| As you know it can be very discouraging if you miss your sales quota! You may begin to doubt yourself and your abilities as a salesperson. This is where our negative self-talk can get the best of us and we may start to internalize thoughts like, “I’m not good enough” or “I just don’t have what it takes.” The powerful thing here is that you have a choice and that choice is your attitude. If you decide to feel sorry for yourself and doubt your sales abilities then you will be pushed down a very dark staircase that leads no where---that's self-destructive.Or, the other option that you have is to take this time to reflect and analyze what you can do better the next time (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Michael Russell |
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| Article Title :: Telemarketing - Pay Plans |
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| As much as the public may dislike telemarketers, telemarketers don't have the easiest job in the world. Certainly it is the most thankless. Aside from the constant abuse they get from customers, they have some of the worst pay plans in the civilized world. We're going to take a peek at some of the ways that telemarketers get paid.The most common form of telemarketing pay plan is where the telemarketer simply gets paid for the hours he or she works. Since most telemarketing jobs are only part time, most telemarketers only put in about 4 hour days. Not all this time is spent on the phone. Depending on the company you work for you may spend 3 hours on the phone and then 1 hour d (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Michael Russell |
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| Article Title :: Telemarketing - History Of Laws |
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| Once upon a time, telemarketing was a relatively new thing. The idea of people calling you up at your home to try to sell you something was unheard of, but it quickly became very profitable. Suddenly, there were telemarketing companies popping up all over the place. It was no longer safe to answer your phone. People were starting to get annoyed, to put it mildly.To the rescue came congress and the beginning of telemarketing laws as we know them today was just on the horizon.Congress actually got into the act in 1991. What they did was pass an act that granted consumers certain rights to defend themselves against these annoying telemarketing calls, no offense to those in (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Frank Rumbauskas |
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| Article Title :: Cold Calling Rapidly Disappearing |
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| As more and more people enter the sales profession, less and less are utilizing cold calling as their prospecting technique of choice.Why is this happening? Why is cold calling going away?There are several reasons. First of all, prospects have become so sick and tired of cold calling that they have reached the point of total intolerance. Seasoned salespeople know this, yet many continue to cold call, if only because they haven’t been taught anything different and have become used to the daily rejection. Rookies, on the other hand, are taken aback at the reactions they get while cold calling and immediately abandon it or switch professions.Second, prospects don (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: 20 Tips For Improving Your Contact Center! |
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| Every call center or contact center manager wonders how to make his or her unit more productive.Here is my list of 20 points of leverage, things you can do and have your CSR's and telemarketers do, that should boost your results.(1) If you want to decrease turnover in service or telemarketing, double the pay! This sounds radical, but it isn't, if you factor in the true costs of recruiting, hiring, training, and then promptly losing good people.(2) If you want to create turnover in your service unit, implement outbound telemarketing! Say, you need to downsize, but you don't have the heart to let anyone go. Enlarge the job to include selling duties, and you'll thin the (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Leslie Buterin |
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| Article Title :: Cold Calling: Spectacular Structure for a Script |
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| There are so many wimpy cold calling scripts out there that if your try them all, they’ll make your head spin.You’ll find some scripts tell you to introduce yourself and bond before you get to the point, as though you’ll build a lasting relationship within a few seconds on the phone.Other scripts direct you to tell prospect all about the company, as though your company’s history will justify the fact that your call that has interrupted the prospect’s day.Some scripts even start out with the unconvincing words “This is not a sales call…” Yeah, right. Who do they think they’re kidding!By the same token, you and I both know that the power of any (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Daniel Arenzon |
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| Article Title :: Creative Ideas To Get Prospects To Open Your Sales Package! |
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| How many times have you sent information to your sales prospect only to hear them say, “I’ve been busy and haven’t had a chance to open your package?” Here are a few other lines I’ve heard when following up with prospects, do any of these sound familiar?“I have a stack of unopened envelopes on my desk.”
“Try me again in next week, I’m swamped.”
“(Sigh) I just can’t think about this right now.”
“(Sound disgusted) I can’t talk right now.”
“I’ll call you I don’t have the time.”There are several ways to minimize the frequency of such responses. What are they? The first way is what you say in your upfront agreement wi (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Jacques Werth |
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| Article Title :: The Power of Good Timing |
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| Steve was very upset when he called me a couple of months ago. "I did exactly what you taught me. I made 1424 dials and presented 171 prospecting offers. I got two appointments and I only made one sale. Am I doing something wrong, or doesn't High Probability Prospecting work in the insurance industry?"How long did it take Steve to make those 1400+ calls?"About thirty hours, over a period of three weeks."How much time did he spend with the two appointments that resulted from all that dialing?"About 7 hours."How much commission did Steve make on the sale that he closed?"About $1,600," he reported.Therefore, Steve made $1,600 for about a weeks (read full article) |
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