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Information
Learn Seven Practical Tips To Reduce Cold Call Resistance
You know it’s only human nature to resist new ideas, concepts or changes in our immediate environment. Why is this true for each of us? Resistance is a learned behavior that we have learned thru our life experiences.Read more…Sales Success Tips: Secrets to Cold Calling
Is cold calling a part of your lead generation process? If so, then this article may contain the secret to doubling or even tripling your appointment rate. Let me give you an example.Read more…The Power of Good Timing
Steve was very upset when he called me a couple of months ago. "I did exactly what you taught me. I made 1424 dials and presented 171 prospecting offers.Read more…Telemarketing and Telesales: The Secret Weapon
Many companies laugh off the idea of using inside sales or telemarketing professionals in order to generate leads or close business over the phone. Yet the biggest companies and the best in class firms across just about every industry are using that as part of their arsenal in order to accelerate their sales and drive their growth. It’s a lot more efficient to deploy inside sales people and telemarketing professionals than it is to use outside field sales professionals for the same function.Read more…Creative Ideas To Get Prospects To Open Your Sales Package!
How many times have you sent information to your sales prospect only to hear them say, “I’ve been busy and haven’t had a chance to open your package?” Here are a few other lines I’ve heard when following up with prospects, do any of these sound familiar?“I have a stack of unopened envelopes on my desk.Read more…Telemarketing - When To Take The Call
There is a great misconception about telemarketing. Say that word and people conjure images of having their day interrupted by machine-like individuals only interested in making a sale. This image is why so many have refused to list their number or have even gone as far to put themselves on a 'no-call' sheet.Read more…Cold Calling: Spectacular Structure for a Script
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 will justify the fact that your call that has interrupted the prospect’s day.Read more…20 Tips For Improving Your Contact Center!
Every call center or contact center manager wonders how to make his or her unit more productive.Here is my list of 20 points of leverage, things you can do and have your CSR's and telemarketers do, that should boost your results.(1) If you want to decrease turnover in service or telemarketing, double the pay!Read more…Cold Calling Rapidly Disappearing
As more and more people enter the sales profession, less and less are utilizing cold calling as their prospecting technique of choice.Why is this happening? Why is cold calling going away?Read more…Telemarketing - Pay Plans
As much as the public may dislike telemarketers, telemarketers don't have the easiest job in the world. Certainly it is the most thankless. Aside from the constant abuse they get from customers, they have some of the worst pay plans in the civilized world.Read more…Telemarketing - History Of Laws
Once upon a time, telemarketing was a relatively new thing. The idea of people calling you up at your home to try to sell you something was unheard of, but it quickly became very profitable. Suddenly, there were telemarketing companies popping up all over the place.Read more…What Can I Do If I Don't Make My Sales Quota?
As you know it can be very discouraging if you miss your sales quota! You may begin to doubt yourself and your abilities as a salesperson. This is where our negative self-talk can get the best of us and we may start to internalize thoughts like, “I’m not good enough” or “I just don’t have what it takes.Read more…Telemarketing - Fundraising Laws
The laws governing telemarketing calls have been toughened due to the outrage of people who have been constantly harassed by telemarketers calling them at all hours of the day and night. One of the most complicated and convoluted of the telemarketing laws are the laws that pertain to telemarketers who make calls on behalf of fundraising organizations. In order to better understand these laws so that you, as the consumer, know whether or not your rights have been violated, what follows is a brief summary of telemarketing fundraising laws.Read more…Telemarketing - How To Handle The Job
This is probably a guide that most telemarketers wish they were given before they began their job. The truth is, telemarketing is hard work. People don't like being called in the middle of dinner only to be asked what brand of toothbrush they prefer or if they would be interested in a free trial subscription to Redbook.Read more…Scary How These "Friendly" Words Sabotage Cold Calls
When we were kids, most of us had some adult teach us to greet people with a “Hello” or “Good Morning”, to say, “Please” and “Thank you”, and to ask permission of adults before going out to play with the neighborhood kids.Flash forward a couple of decades and those same social niceties are reinforced by all sorts of business and sales gurus who tell us what we need to know we learned in kindergarten!So, imagine my surprise when I first heard about the executive committee meetings where presenters received specific, no-nonsense instructions for their conduct during these meetings.Read more…Cold Calling Mean Prospects
"You don't have to keep calling me!""Stop calling me!""It's 10 o'clock Monday morning, what nerve!Read more…Cold Calling The Movie Star Way!
LIGHTS, CAMERA, ACTION!In my office, I have a fabulous collection of framed autograph pictures of movie stars like Harrison Ford, Jack Nicholson, Farah Fawcett, Governor Arnold Schwarzenegger, Drew Barrymore and even talk show host Jerry Springer (I’m a former employee of the show). Those who enter my office for the first time, both business contacts and friends, say, "WOW!Read more…Using Desktop Sharing Tools to Drive Sales Success
In the traditional sales model, presentations are made in person at the client’s place of business. Today, however, rising fuel costs have translated into higher airfares and gasoline prices. As a result, the travel budgets of companies around the world are straining at the seams.Read more…The New Telemarketing Part VII: Objections Vanish With PDM
Seventh in a series of articles, we’ll discuss various issues and practices associated with modern ways of selling over the phone.***************************************************************** The New Telemarketing™ is a set of selling practices designed to accomplish several things:(1) To sell more goods and services than its predecessor, the “traditional” style;(2) To be less offensive than its predecessor to buyers;(3) To be consistent with a customer service style of communicating;(4) To help in recruiting and retaining qualified phone representatives and managers; and(5) To repair and reform the image of telemarketers in business and consumer communities. ****************************************************************In previous articles in this series we mentioned the fact that traditional telemarketing is tough on everybody, because its one-way, spray and pray style is authoritarian and it invites interruptions and objections.Read more…The New Telemarketing Part V: Needs Based Selling Empowers Customers To Close Themselves
Fifth in a series of articles, we’ll discuss various issues and practices associated with modern ways of selling over the phone.***************************************************************** The New Telemarketing™ is a set of selling practices designed to accomplish several things:(1) To sell more goods and services than its predecessor, the “traditional” style;(2) To be less offensive than its predecessor to buyers;(3) To be consistent with a customer service style of communicating;(4) To help in recruiting and retaining qualified phone representatives and managers; and(5) To repair and reform the image of telemarketers in business and consumer communities. *****************************************************************Traditional telemarketing is a one-size fits all method.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....