 Category :: Sales Teleselling Articles |
Author :: Duane Sparks  |
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| Article Title :: Plan and Prepare For Your Sales Call |
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| Never "Wing It"Research shows that salespeople will never reach their performance potential without a well-defined sales-call procedure that they can follow and learn from. "Winging it" on sales calls has grim consequences - lost sales, extended sell cycles, margin erosion and no clear path to improvement. Bottom line: Your entire sales career can be mediocre if you "wing it."Performance improves by as much as 50% when salespeople have a consistent game plan for their sales calls.Most salespeople make the same mistakes over and over without realizing it. Without a logical sales call plan to follow, they can't even identify specific problems, let alone correc (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Lydia Ramsey |
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| Article Title :: Winning Customers Over the Phone |
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| Do you sometimes wonder where your customers have gone? In a study by the International Customer Research Institute, individuals gave the following reasons for becoming "non-repeat" customers:* 1 percent died (makes you wonder how they responded)* 3 percent moved* 5 percent said friendships* 9 percent said competition* 14 percent were dissatisfied with the product* 68 percent cited an attitude of indifference by employeesHow many times do you think that employee attitude is communicated by phone? Very often the telephone is the first and only contact that people have with your organization. Make sure that this experience is the best you and (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Lance Winslow |
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| Article Title :: What If Telemarketing Was Still Legal? |
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| Did you know that telemarketing is not illegal and it is allowed providing your phone number and name is not on the; DO NOT CALL LIST. If you are then telemarketing companies and telemarketers cannot call you; Unless: you are currently a customer with them or have bought or done business with them in a recent time. There are also several interesting little exclusions for certain types of non-profits or Of Course political fundraising. So actually to answer the question: What if Telemarketing Were Still Legal? The answer is it still is to a limited sense. This pleases many American consumers who enjoy their privacy in thier own homes, but also hurt many business and those employed througho (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Ari Galper |
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| Article Title :: How to Cold Call Without a Pitch |
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| In the old way of making cold calls, we offer a sales pitch to a perfect stranger, cross our fingers, and hope for the best... isn’t that right?This really doesn’t work very well in building a business relationship (or any other relationship, for that matter). This is done best by stepping into the world of the other person and finding a problem we can solve for him or her.That’s how we begin a conversation with another person – talking about them rather than talking about ourselves. It’s just a very common dynamic that occurs in any human interaction. When you’re dating somebody, for instance, if you just talk about yourself, they’re not going to like you very (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Frank Rumbauskas |
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| Article Title :: If Cold Calling Works For You |
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| I receive e-mails on a regular basis from people who state that cold calling is working perfectly well for them and that they’ve become quite successful by it. That's fine - as I've always said, if it works for you, then keep doing it. My materials are for people who either are not getting results from cold calling, or who simply do not enjoy it and do not want to do it anymore.If you feel that cold calling is working just fine for you, this chapter is for you. The
problem with being satisfied with the results of cold calling is that you fail to see
cold calling’s biggest flaw and why it imposes strict limitations on your sales
production.Here’s something to th (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Ari Galper |
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| Article Title :: How to Make Your Cold Calling Effective |
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| 4 examples of effective dialogue in cold callingHow can we make cold calls “work” when we’re talking to someone we haven’t met, about something they may not need? Well, it’s really simple. First we look at how to relate to them rather than hoping they’ll relate to us and our solution.When we approach cold calling with a question about what their needs are, potential clients respond much more readily to the idea of talking with us.To help you with this, here are a few examples of dialogues within four very different industries.Example: StaffingIn the staffing or recruiting industry, the goal is to call a company and identify whether they need (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Preston Campbell |
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| Article Title :: Dramatically Increase Your Teleseminar Value By Keeping Your Listeners |
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| Have you ever been on a teleseminar that just didn't keep you engaged? You know the ones I'm talking about. The presenter just goes on and on and on and on ... yada, yada, yada. And it's like you, the listener, didn't even exist.I've been on a few of these calls, but usually not for long. Unless there was something somewhere in the content that I really wanted to hear, I got off the phone. I've spoken to a lot of seminar participants (mine and others) and the common sentiment, is "keep me involved and interested or I'm outa here."I remember one of my early teleseminars on How To Create Killer Offers. I was really busy and (shame on me) I got lazy. I had a lot of great infor (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Jacques Werth |
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| Article Title :: Why Traditional Cold Calling Doesn't Work |
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| Most people who use the term "Cold Calling" believe that all telephone prospecting is "cold calling." As the name implies, you call each prospect only once, trying to sell your way into an appointment. It's the kind of prospecting that most salespeople do, and usually hate to do.What's wrong with traditional cold-calling?Prospects don't like to be cold-called any more than you like calling them. Because you're pushing so hard for an appointment, they feel wary and defensive. As a result, they push back angrily, they refuse to give you an appointment, and you feel rejected.Perhaps, if a prospect sounds "interested," you will try a second call, and try again to sell an (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Jacques Werth |
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| Article Title :: Eliminate the Fear of Cold Calling and Rejection |
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| I've never met a salesperson who did not experience a fear of cold calling at one time or another. Almost all of them have their reasons for being reluctant to make cold calls, and most of them have no idea what really causes it. Their are two basic reasons for the fear of cold calling. Both are easy to cure if you know how.1. The Experience of Repeated FailureMost salespeople set out to contact a large number of people who have an apparent need for their products and service.Their objective is to convince every one of them to grant them an appointment.Let's assume that you contact 50 people a day and average 2 appointments. In your business, that may be a very good r (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Tino Buntic |
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| Article Title :: Cold Calling: Just DON'T Do It |
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| Cold Calling is dead. That’s right, it is dead. It is interruption marketing to the highest degree. Consumers are tuning out interruption marketing and the advertising message is not getting through.So why do you continue to cold call? It is probably because your sales manager tells you that you should. And why does he tell you to cold call? It is probably because the sales consultant that your company spent thousands of dollars on advised that the staff should increase their cold calls to increase their sales. Of course, your company needs to see a return on this investment so they advise the sales manager to advise the sales staff to follow the recommendations and increase the (read full article) |
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