• Inside Sales Tips - A Great Qualifying Call

    By: Mike Brooks
    Rating: 

    A few weeks ago my neighbor put in a new driveway, using beautiful paving stones that dramatically improve the look of his property.Comparing this to my old asphalt driveway, I quickly went over to one of the installers and asked for an estimate. "You have to call our office," he explained as he gave me their business card.Read more…

  • Inside Sales Tips - Listening Skills - How to Listen Like a Detective

    By: Mike Brooks
    Rating: 

    I read an article by Art Sobczak, (another sales trainer) and he wrote about an interview he heard with a police detective. The detective was talking about various interrogation techniques, and he said something that I thought was brilliant and totally applies to selling over the phone.The detective said that when you ask a question you should never say or do anything that might cause your subject (prospect) to stop talking.Read more…

  • Inside Sales Tips - Qualifying and Questioning the Red Flags

    By: Mike Brooks
    Rating: 

    One of the biggest mistakes 80% of salespeople make when qualifying is to overlook or not react to obvious Red Fags prospects give during the initial call.In their haste or desperation to "generate a lead" or to "fill their pipeline," most sales reps hope that the possible objection they just heard will miraculously go away once the prospect sees their information or product or service, etc.But you all know from experience -- it never does.Read more…

  • Inside Sales Tips - Double Your Sales in 90 Days!

    By: Mike Brooks
    Rating: 

    Sounds too good to be true, doesn’t it? Stan Billue, a top telemarketing sales trainer in the late 80’s, claimed that he had a sure fire technique that could double your sales in 90 days if you’d just follow it. So I did.Read more…

  • Inside Sales Tips - Overcoming Initial Objections

    By: Mike Brooks
    Rating: 

    Something to keep in mind each time you make a cold call is that the people you are calling don't want to hear from you! I hate to burst your bubble, but this is true. That is why people develop reflex responses to your initial contact.Read more…

  • Inside Sales Tips - The Truth About Scripts

    By: Mike Brooks
    Rating: 

    Whenever the subject of inside sales scripts come up, people usually have definite opinions -- they either love them or hate them.Those who wouldn't be caught dead using scripts when selling on the phone like to point to those pesky telemarketers who call at night and sound stilted and computer like. "I hang right up on them" they say.Read more…

  • Don't Settle for Vague Answers

    By: Art Sobczak
    Rating: 

    I arrived at the golf course to check in, and much to my surprise, the pro shop attendant said, “We don't have a reserva­tion for you or the other person you mentioned.”Shortly thereafter, my playing partner, Chuck (who had indeed called earlier for reservations), straightened things out.Sitting in the clubhouse after the round (with just enough sweet shots to keep one optimistic about the sport) Chuck told me he had an inkling a mix-up would occur.Read more…

  • Predictive Dialer System

    By: Eric Morris
    Rating: 

    Predictive dialer systems are generally used by telemarketing organizations involved in B2C (business to consumer) calling, because sales representatives require more customer contact time. Market survey companies and debt collection services that need to contact and personally speak to people by telephone may also use predictive dialers. To automate all sorts of calls, predictive dialers are used as a quick and easy way rather than manually by a call center, such as customer service callbacks, or welcome calls for new customers.Read more…

  • Outsourced B2B Cold Calling And Telemarketing - Is It Worth It?

    By: Tino Buntic
    Rating: 

    There is a recent trend towards outsourcing your B2B cold calling and telemarketing to companies that specialize in cold calling prospects and setting appointments for you. This article aims to evaluate the pros and cons of outsourced cold calling.The reasons to outsource your B2B cold calling are numerous; the following are the pros of outsourcing your telemarketing services: Your sales reps hate cold calling; they hate the rejection.Read more…

  • Telemarketing Do Not Call Lists

    By: Seth Miller
    Rating: 

    Do-not-call lists are playing spoilsport to any and all of the various telemarketing initiatives out there. These lists are compiled in a central database and filled by people who have called in and place their own names on the list. In addition, there can also be do-not-call lists for single companies, if that person expressly calls in and asks them not to call.Read more…

  • Predictive Dialer

    By: Eric Morris
    Rating: 

    A predictive dialer is a computerized system that automatically dials batches of telephone numbers that connect to agents assigned to sales or other campaigns. Predictive dialers are widely used in call centers.Predictive dialers were developed from the auto dialer.Read more…

  • Telemarketing Vendors Can’t Compete With Internal Operations

    By: Andrew Rowe
    Rating: 

    Lots of companies look to outsource their lead generation to telemarketing vendors that provide turnkey services for calling into prospect accounts and qualifying leads. In fact, our own company has experience providing these services to clients. I’m here to tell you today that this process of outsourcing your telemarketing to a tele-services firm probably is not a very efficient or cost effective way to do business in today’s day and age.Read more…

  • Reasons Why Telemarketing is Still an Effective Sales Tool for Many Businesses Today

    By: Jeffrey Meier
    Rating: 

    The use of telephone to carry out marketing campaigns is called telemarketing. Marketing has come a long way, from selling stuff door to door to using internet and telephones. Telemarketing is a huge success today where goods and services are marketed directly to the prospective customers.Read more…

  • Don't Insult Me With Trial Closing Questions And Sales Closes

    By: Tino Buntic
    Rating: 

    Today I received a cold call from a telemarketer to sell me a newspaper subscription. I found his sales script quite amusing. Here's how it went:"Good morning Mr.Read more…

  • Screener and Voice Mail Tips to Help You Get to More Buyers

    By: Art Sobczak
    Rating: 

    Here are some ideas to help with screeners and voice mail.Don't Get Lost in the Phone System Bermuda Triangle. When initially trying to locate a decision maker you've never spoken with, if you detect even the slightest bit of hesitation in a screener's voice when they give you a name, continuing questioning.Read more…

  • Are You Believable? Most Salespeople Aren't

    By: Art Sobczak
    Rating: 

    Ask just about anyone, and the “believability score” for salespeople as a group-unfortunately-would rank right down there with most types of advertising, the contractor who says he'll get back to you with a bid, and most politicians.We're a nation of skeptics. Which is contradictory to the way we try to raise kids.Read more…

  • A Bad Call, Start to Finish

    By: Art Sobczak
    Rating: 

    The sales rep began her call to me with, “I'm ____ with _____. I'm wondering if you received the fax I sent to you yesterday?”“I dunno.Read more…

  • Do You Dare Throw Away the Script and Start a Conversation

    By: Helen Robinson
    Rating: 

    My first experience in sales was in telemarketing. I was so scared that to this day I can’t remember what I was selling. The sales trainer told me to read the script and all would be fine.Read more…

  • Are You Tele-Telling or Tele-Selling?

    By: Lance Winslow
    Rating: 

    For those who use telephone calling in their sales career or cold calling to get new customers they need to be careful because when talking on the phone you do not have the visual cues of body language from those you are talking to and you must pay very close attention to make sure you are not boring the person you are talking to or that they have stopped listening to what you are saying.The best way to prevent this problem is to stop tele-telling and start tele-selling. How do you do this?Read more…

  • Do Not Try to Impress Those Around You When Selling on the Phone

    By: Lance Winslow
    Rating: 

    Have you noticed that often you might be sitting in a public place such as a coffee shop and someone else is on the phone and they are trying to use big words to impress everyone around them that is listening to them? Have you ever been on the phone with someone else and noticed that their conversation does not really relate to the subject at hand? It is obvious that they are trying to impress people that are around them while they're talking on the phone.Read more…

Most Recent Articles in Sales Teleselling category

  • Selling Products and Advertising are Very Legitimate Methods - By: Suresh Kumar
    While creating an income with the internet, most people don't even consider a much more effective method for making money on the internet, which is by selling their own services. Now simple math will tell you that if you are selling DVD players and are making $5 for each one you sell, it will take 200 sales to make $1000 of profit.
  • Top 3 tips for choosing an Appointment Setting Telemarketing Company - By: David Regler
    Are you looking for a steady flow of appointments with prospects? For many companies considering using telemarketing, appointment setting is main objective. I've lost count of the number of times I've spoken with a client and they tell me "I just need to get in front of them..."
  • Cold Calling is a HIGH Percentage Game! - By: Dr. Gary S. Goodman
    If you go to Vegas, Atlantic City, or even Monte Carlo, it pays to find the high percentage games and to play them.Typically, Blackjack is among them, which means it returns generally more money in winnings than say, the slot machines.One of the main objections of ardent Anti-Cold Callers is that they believe cold calling is a low percentage play, that when you do it you’re phoning people with brick homes and trying to sell aluminum siding to them.
  • Reduce Resistance and Inspire Curiosity By Becoming A "Cold Calling Journalist" - By: D.M. Arenzon
    We’ve all heard the same brush-offs from our prospects at one time or another. And you know what? It really gets old after awhile and often it can get a bit frustrating, these include responses such as:"Call me back in six months and we can talk.
  • I Hate Cold Calling, But, Will It Really Help My Small Business? - By: Brandt Stohr
    I hate cold-calling. In fact, there are a lot of horrible pains I would suffer before cold-calling someone. And I think that many small business owners feel the way I do.
  • Cold Calling Can Lead To Severe Depression If Your Prospecting Efforts Are Not Diversified! - By: D.M. Arenzon
    In the financial markets the key to building a successful investment portfolio is through diversification. This means that a diversified portfolio includes stocks, bonds, mutual funds and other investment vehicles. This type of "diversified approach" in the financial markets can also be applied to your prospecting efforts.
  • Redecorate Your Office And Increase Sales! - By: D.M. Arenzon
    It’s just another day at the office, huh? The time is 8:30 in the morning, you walk into your office and the first thought that enters your mind is the following: "I feel like I was here like two minutes ago." We’ve all felt that way, no?
  • Why Cold Calling Detractors Don't Belong In Sales Work - By: Dr. Gary S. Goodman
    I’ve had it up to here with self-appointed sales experts who pop-off with nothing but disrespect for cold-calling.They don’t know what they’re talking about and they appeal to the worst possible motivation in other salespeople: The desire to get something for nothing.Cold calling takes work, and genuine salespeople don’t mind that one bit.
  • Five Ways Cold Calling Beats Competing Methods - By: Dr. Gary S. Goodman
    You’ve probably been a little confused by the ads and articles that say opposing things.Some tout cold calling as a great tool, while others claim it is a waste, pass?, and too difficult.
  • I Make Cold Calls And I'm a "Thank You Note O-Holic" - By: D.M. Arenzon
    It’s important that I get my feelings out and by doing so I’m hoping that I will inspire other cold callers to do the same. Are you ready to hear what I’m about to say? Ok, here it goes....