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Information
Building Relationships By Phone
The telephone has arguably done more to help sales professionals than any other invention in history. And still it is the most under-utilised tool in your toolbox. Note I don't say under-used, because if you're like most professionals, you are probably on the phone more than two hours a day.Read more…How to Build Great Relationships through Cold Calling
Sometimes the finest solutions are the simplest. Focusing on relationships when making cold calls is one of them. It keeps us genuine, and eliminates our dread of making cold calls.Read more…Telemarketing Lead Lists
Every company needs to prepare a telemarketing lead list if they want to expand its clientele. Some business houses even hire teams of telemarketers to organize telemarketing lead lists. Only experienced and professional telemarketers can offer you resourceful telemarketing lead lists.Read more…Cold Calling and Charting Progress
If you are in sales cold calling is a great way to get sales appointments and quickly weed thru those who are interested and excited about what you are selling and those who are not interested.Some people believe because cold calling is a percentage game and few people actually wish to buy what you are selling. Nevertheless cold calling saves the sales person time in travel and the prospects time from not being bothered or visited by unwanted sales people.Read more…Telemarketing Training Pro Says "The Phone Will Rise Again!"
During the last few decades telephone communication, and especially telemarketing, have gotten a bad rap, resulting in the establishment of The Do Not Call Registry, and the seeking out of alternative marketing media, such as email and the Internet.But there is no medium as direct and effective as reaching out and selling someone by phone. This hasn’t changed, despite the black eye that telemarketing has earned because of a few bad practitioners.Read more…Sales Training Tip # 26; Cold Call or Sales Call Interruptions
The sales training professionals need to insure that their sales force can handle interrupted phone calls without losing their train of thought and without being upset or irritated at the prospect. If you are a salesperson obviously you will be interrupted and the sales manager needs to explain this to the salesperson that it is nothing personal.After all the salesperson on a cold call is calling “out of the blue” and perhaps during business hours or directly after business hours or right before work starts.Read more…Do Not Fear Cold Calling
Many salespeople are afraid of cold calling and they try to avoid it like the plague. However, a good salesperson knows that if they do not make those cold calls they will have fewer sales interviews and meetings with the proper decision-makers and therefore close less sales.Cold calling is much more efficient for the customer and your company and your sales commission profits.Read more…When Traditional Sales Calls Don't Work - What to do Instead
In classic sales training which has been entrenched for over 60 years, we learn that there are five simple steps to selling. If you followed the steps, you get the sale.Open the Call Investigate needs Give benefits Handle Objectives Close the Sale But as small business owners have been vocal about, they need to grow their business, yet they aren’t getting the sales using this approach.Read more…How To Use The Telephone Instead Of Waiting For Your Doorbell To Ring
Here are some "Telephone Tips" from Art Sobczak, a guy who knows more about the telephone than anyone else I know.Avoid saying, "Hi, I'm just calling to check in with you." Parolees out on probation need to do that.Read more…Present Ideas with Conviction to Avoid Being Challenged
Unless you present your convictions and positions with authority, people will walk all over you. I heard a call where a rep had the sale in the bag. The soon-to-be-customer, grasping for any last minute throw-in asked the rep, “How's 'bout you guys pick up the delivery on this?Read more…Getting Return Phone Calls from Cold Calling
How can you get return phone calls from cold calling? Well it is not as difficult as you might think if you are very careful to leave a brief explanation of your products or service on the their voice mail and do it in such a way which is professional, to the point, and upbeat. Enthusiasm will help a lot and so will key words and phrases about how you wish to help them by offering your product or service.Read more…Telemarketing Training Pro Urges Screening Applicants By Phone
I was invited to be a panelist at a recent contact center trade association meeting, and I prepared a list of 20 do’s and don’ts that I shared.One of them, something that I take for granted, having risen through the ranks as a telemarketer, a trainer, a manager, and as a consultant is the fact that each and every job applicant MUST be screened by phone before being invited to an interview.Imagine how surprised I was to be asked to elaborate on that point by at least a few people in the audience.Read more…FTC Do Not Call Registry And Cold Calling - The Facts
If you are a telemarketer and cold call consumers to solicit their business, there is information that you must know about the Federal Trade Commission (FTC) and the "Do Not Call Registry," lest you get in trouble with the law for cold calling somebody that is registered on the list. For the past two and a half years it has been illegal to call someone that is listed on the registry. Here are some of the most important details of the Do Not Call Registry:Existing Business Relationships: A telemarketer may call on a consumer with which it has an existing business relationship for eighteen months after their last business transaction, even if that consumer is listed on the registry.Read more…How to Overcome Telemarketing Cold Calling Barriers
Sometimes making cold calls gives us a strange feeling in our gut. We become stuck, flustered and the phone turns into the heaviest dumbell you are ever likely to pick up. Unless you combat this feeling I'm afraid it only gets worse, even getting to the point where we are a nervous and hate the phone.Read more…Telecommunications Toolkit - Ways to Become Memorable on the Telephone
Be prepared when you leave a message or speak to another over the telephone. Before making any call - even a personal one - know what the purpose of that phone call is. Most people do not appreciate rambling any more than they would if you were presenting to them as a member of an audience.Read more…How Effective Are You on the Telephone? Important Telecommunications Tips
I have recently received several questions that relate to telecommunications. These questions are not only geared toward the unwanted and bothersome phone calls we receive from telecommunicators trying to sell us something - although we can certainly learn what not to do from them - but also are concerned with how we can present effectively and powerfully over the telephone.Telephone impressions are as important as in-person impressions.Read more…Is Cold Calling Accepted in Your Industry?
The first thing a marketing campaign planning team should consider when going into Virgin Territory to expand their business; is cold calling accepted in this industry? If it is then it pays to make large lists of the most potential prospects and which are best for your company.Then cluster these accounts and consider the servicing or delivering to that area.Read more…Cold Calling for Lead Generation
If your company sells to other companies then you will need to occasionally do some cold calling. What is so interesting about cold calling is that sometimes you can literally close a sale on the phone, simply because you were Johnny on the Spot at that exact lucky time that they were looking for exactly what you were selling; how cool is that?Well in my many years setting up franchises for our company we often did cold calling and each time one or more of our “Bonzai and Blitz Marketing Team Members” would hook, line and sinker a sale right then and there on the phone.Read more…Hurricanes and Business Telephone Sales
During the 2005 Atlantic tropical hurricane season we saw many areas, which were struck by large category hurricanes and the power was out for weeks on end, gasoline supplies were short and for the most part non-existence. Worse off all the cell phone power lines were down and all land line phone lines were out also.Imagine if you were in telephone sales and you were trying to cold call prospects to generate leads.Read more…Why Did Telemarketing Die?
Have you ever considered why a business advertising model like telemarketing died? Sure we know that the Senate and US Congress Passed a Bill for Do Not Call Lists and that the President of the United States signed it into law right? And we know that the Federal Trade Commission fined a few companies a lot of money and like FAX Marketing; telemarketing died on the vine.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....