 Category :: Sales Teleselling Articles |
Author :: Mark Brewerton  |
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| Article Title :: So You've Done the Hard Work and Got Your Sales Leads - Why Does it All Go Wrong From Here? |
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| Managing sales leads to deliver resultsSo you've done the hard work and got a stream of qualified sales leads – why does it all go wrong from here?After much gnashing of teeth and hours spent justifying the investment and calculating your required return on investment, you have spent your hard-earned marketing money to generate a stream of sales leads – whether telemarketing, exhibitions, seminars, online or offline advertising, direct response advertising or directory listings they all have one thing in common, they are expensive and the investment has to be justified.Now you have your leadsWhatever the source, you are now the proud owner of (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Wendy Weiss |
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| Article Title :: The Best Times to Make Calls |
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| Do you want to reach your prospect directly? Would you prefer to reach your prospect without first having to speak with a secretary or assistant? Then keep these calling times in mind.As a general rule, the best times to reach high-level executives are before business hours, after business hours or during lunch. Try calling early in the morning before 9:00 a.m. or after 5:00 p.m. At those times, generally, the secretary has not yet arrived or is gone for the day. Executives are frequently answering their own phones.Calling before and after business hours can actually create a bond between you and your prospect. Your prospect is in the office early, working, or is in the offi (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Wendy Weiss |
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| Article Title :: How to Write an Effective Cold Calling Script |
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| In general conversation, many people think they can just “wing it” or they “know what they want to say.” On the telephone, however, you have 10 seconds to grab and hold your prospect’s attention, and frequently, you don’t get a second chance. Ten seconds goes by very quickly. Your first impression has to be strong enough to carry you through the rest of your pitch. “Winging it” is risky and generally doesn’t work, and “knowing what you want to say” without having actually crafted your message and practiced it can easily turn into “Gee, I didn’t say that very well…”Like the Girl Scouts, it is better to be prepared. A good script, a well-thought-out pres (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Wendy Weiss |
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| Article Title :: Power Language for Appointment-Setting |
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| 1. Use power language: “The solution is…” rather than, “I believe the solution is…”2. Never use the word “appointment” when trying to set one. Instead, use the word “meeting.” “Meeting,” sounds more professional and more important. “I would like to meet with you…”3. Use directed words to reach your prospect. When you ask to speak with your prospect, say,: “Jane Jones, please,” and not, “May I speak with Jane Jones?” The first sentence conveys authority; the second asks permission.4. Use directed words (and open-ended questions) to gather information. Ask, “Whom should I speak with?” and not, “Do you know who I should speak w (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Wendy Weiss |
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| Article Title :: Power Words |
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| I did a teleconference a few weeks ago with people who were new in sales and new to prospecting. The focus of the call was to help participants get beyond fear and understand their prospecting process.One of the participants on the call told me that she had been given the telephone prospecting script that her team leader uses to set appointments. The team leader was a highly successful sales professional who had been in the business for many years and made quite a lot of money. The participant, who had been in the business for approximately a week, told me that she was going to work with the script and “make it her own.”“No!” I cried out. “Don’t do that! Don’t (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Wendy Weiss |
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| Article Title :: Telephone Etiquette Sounds Right |
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| A true story: In the course of sending out a mailing to prospective clients, I found it necessary to verify some addresses. I called the main telephone number for one of those prospective clients. The receptionist answered the call, and a conversation ensued...Receptionist: ABC Company.Wendy: I have some correspondence that I’m addressing, and I need to verify some information. Your mailing address is 123 Main Street?Receptionist: Sounds right.Sounds right? (Question: How did she get to work that morning?) Sounds right? Does this sound right to you?The person answering the telephone at your company is your representative to the world. This is the perso (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Wendy Weiss |
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| Article Title :: The Strangest Sales Call |
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| Last week I had the strangest meeting with a potential vendor. It was a perfect compendium of what not to do on a sales call. I share it with you, my readers, with bafflement and in the hopes that we may all learn from it.I’d been looking for a PR representative and Debbie had come highly recommended from a client. I was looking forward to meeting her. On the appointed day, Debbie showed up wearing dance practice clothes. Hmmm… I’m a dancer, but I thought it a little odd, it was, after all, a business meeting. Perhaps had she blown me away by her presence, creativity, passion and experience it would not have mattered, but since she didn’t, it did.We exchanged pleasan (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Wendy Weiss |
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| Article Title :: The Wasted, Unproductive Follow Up Call |
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| I received a telephone call yesterday. It was someone I’d met at a networking group months ago. She reintroduced herself, mentioned the group where we’d met and said she was calling to follow up. She did not say about what. I asked the question for her, “Why are you calling? What did we discuss?”She told me that she makes customized covers for laptops. I thought that was nice, but I didn’t need one and still didn’t understand why she was calling me. She then told me she makes other types of customized covers too. I said, “Oh.”We had now been on the telephone for a couple of minutes. I still really didn’t understand why she was calling me. She seemed to want (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Ari Galper |
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| Article Title :: How to Make Cold Calling Opportunities Out of Voice Mails |
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| Turn voice mails into a cold calling journey of discovery!Most people who still use the traditional cold calling mindset look at voicemail as a dead end. They say to themselves, “Oh well, I may as well leave a message and hope he calls me back.”This almost never happens, and we know it. But we’re often so relieved not to have to talk with someone, that we leave a message anyway. We avoid dealing with another person’s potential negative response to us and we avoid being challenged by the receptionist as well.By the time the day is over, we might feel good because we’ve played the “numbers game” and made a lot of calls. But our productivity has been minim (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Stephen Kaye |
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| Article Title :: The Basics of Telesales |
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| Telesales personnel are a growing number across the world in an ever-widening range of fields from Insurance, Double-Glazing and Healthcare, to Advertising, Building, Manufacturing, and National and Regional Newspapers. And the list becomes more and more extensive. Even Charities now employ Telesales personnel to increase donations.Across the UK and internationally, many companies exist solely to contact people via the telephone, with contracts from a number of businesses. At a conservative estimate, there are many tens of thousands of full and part-time personnel engaged in the Telesales industry in the UK alone. Each of these wants to earn good commission, (because the basic (read full article) |
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