 Category :: Sales Teleselling Articles |
Author :: Tom Richard  |
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| Article Title :: Fewer Calls, More Appointments, and, Best of All, No Script! |
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| You have a telephone in one hand and a well-rehearsed script in the other. You’re ready to begin teleprospecting.You’ve planned the delivery of your message so well that you’ve anticipated your listener’s objections and can fire quick responses. Finally, you pass the infamous gatekeeper and have your chance to talk to Mr. Big. You feel so close to making that sale...Then reality kicks in: Mr. Big gets annoyed, and before you know it, it’s all over. No appointment, no sale.Time to pick myself up, dust myself off, and try again, you think.But aren’t you sick of this cycle by now? Aren’t you tired of calling numerous people to gain only a handful (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Andrew Rowe |
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| Article Title :: Telesales Success: Begin with the End in Mind |
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| You may remember the following excerpt from Steven Covey's book 7 Habits of Highly Effective People: "Clients often ask me, 'how can we get our inside sales team to talk to more prospects?' Sure...threats, begging, yelling, low level torture, coercion, and brut force entice reps to make more calls as long as the manager is there with his whip, but productivity plunges when the manager isn't around. I believe the motivation to expose yourself to rejection multiple times per day has to come from within."For salespeople with the potential to be motivated "from within", I have used the following exercise that beings with these two questions:What do you want to earn in the next y (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Dr. Gary S. Goodman |
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| Article Title :: Reach Out and Sell Someone! |
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| I was speaking to the operator of a successful business the other day, asking him how he and his fellow franchisees earn their clients. He mentioned 10 ways: networking, referrals, and advertising are among them.But one, he said, outperforms the rest: selling by telephone.Businesspeople who make calls outpace their peers by a wide margin, he said, noting that he is the franchise system’s top performer.Why aren’t more experienced business people emulating this fellow, using their people skills to meet and greet potential clients by phone? There are several reasons:1. They’re afraid of real-time rejection.
2. They believe the phone is a tainted tool. (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Leslie Buterin |
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| Article Title :: Insider's Secret Doubles Cold Calling Results! |
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| Details (yuck!) are the bane of a sales professional’s existence.None of us wants to crunch puny little numbers throughout the day. Save that for the accountants who eat that stuff up.Let us be free to sell, sell, and sell some more. The only puny numbers we’re interested in are numbers like ‘ones’ and ‘zeros’, as in the number one followed by lots and lots of zeros. Give us a nice round number like $1,000,000 … that’ll put a smile on the faces of just about every professional who sells!Ah, but here’s the rub … those puny, little numbers hold captive the secrets to getting to the big round numbers, sooner rather than later.Now, read closely (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Leslie Buterin |
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| Article Title :: Really Odd Fact About Cold Calling Success |
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| The best cold callers on the planet are topnotch sales professionals. Oddly enough we are also the worst.When we sales pros first start the process of cold calling prospects, it’s not unusual for us to establish new records for scheduling meetings with decision makers—magically transforming scheduling as many as 8 appointments out of cold calls to 10 prospects.Then, one day, seemingly overnight, the novelty wears off. The thrill is gone. The smile and dial routine, becomes, well … routine.Although cold call prospecting is lucrative …You quickly tire of the repetition.You want the meetings and deals that energize you. But the process of 10-20 call (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Leslie Buterin |
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| Article Title :: Something Strange Happening in Sales |
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| That nasty, predictable objection doesn’t have the same old sting it used to have.You know the objection most of us think is a not-so-subtle-brush-off. The one stated by the gatekeepers who cut us off mid-sentence saying, “Could you send him something in writing?”It’s strange how one day a phrase can sound so negative. Then, with one teeny, tiny change in thinking the very same words bring hope.All of a sudden instead of rejection and a tightly closed door, these words bring to mind the picture of a wide open door and a fountain spilling over with opportunity.At least that’s what’s happening in the minds of your colleagues who have enough profitable (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Leslie Buterin |
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| Article Title :: Cold Calling Shocker! WHO is Your Best Ally? |
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| Unbelievable! Turns out the very person sales professionals dread talking to on the phone is not to be dreaded at all.That’s right, the affectionately referred to gatekeeper, bull dog, mean-spirited witch on the other end of the phone … in polite terms referred to as The Executive Assistant … is without question your most powerful ally who wants to help you get face time with the executive.Yep. She is the keeper of the keys to the executive suites. Treat her wrong and she’ll keep the door securely closed. Treat her right and you’ll be amazed at how quickly you’ll get the coveted sales meeting with THE decision maker.As a whole, sales professionals mistreat (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Leslie Buterin |
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| Article Title :: Words You Should Never Say During Cold Calls - Ever |
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| One of the scary things about calling on executives is that well, they are executives. They are THE decision makers, the Big Kahunas, The Top Dogs!Executives are the leaders of the pack. Much like in the animal kingdom, they are the “Alpha dogs.” Others pups fall into line when Alpha’s growl and bare their teeth.Respect for that Alpha’s authority automatically kicks in for many sales professionals who cold call executives. As they try to please, to be seen as worthy, and to be granted an appointment with the top decision maker.Getting a “Top Dog” appointment is an admirable goal. A goal that quickly turns to disappointment for young pups who are rebuffed a (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Leslie Buterin |
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| Article Title :: Spectacular Structure for a Cold Calling 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 that 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 pow (read full article) |
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| Category :: Sales Teleselling Articles |
Author :: Leslie Buterin |
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| Article Title :: $13 Million Found With This Sales Strategy |
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| The story you are about to hear is true.With the implementation of one well-crafted sales tactic, Gene surprised himself by making one phone call and getting a meeting with a senior executive. A man Gene and his team had been pursuing for more than one year!The contract ended up serving the executive so well he had no reason to renew current contracts with eleven of Gene’s competitors.What a day that was! Better yet, the days that follow continue to be lucrative with a steady flow of sales coming from the powerful strategy used that day.One cold call, one meeting, one $13 million contract … ba-da bing, ba-da boom!Play-by-play reports of big sales bri (read full article) |
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