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Information
Cold Calling: How to Warm Yourself Up Before You Start
Cold calling … even the name is enough to strike fear into the heart of many a small business owner! What image comes into your mind? Sitting in a lonely damp office, surrounded by paper, 2 day old coffee cups and a stack of outstanding work.Read more…Salespeople-How Many Hours Can You Hack It On The Phone?
In one of the “Dirty Harry” movies, Clint Eastwood quietly says, “A man must know his limitations.”Very true, and this definitely applies to phone work, whether you’re prospecting, appointment setting, or closing deals.It’s not a topic I think about all that much, but it coursed through my mind tonight, as I was developing a prospecting campaign that I intend to execute, myself.Read more…But I Am On The Script!
At this point, I’ve written a number of articles about scripting sales calls, especially over the phone.Let’s recap my main points:(1) Scripting is inevitable. Even when we think we aren’t using one, we are!Read more…Temper Your Fear Of Cold Calling With An Even Greater Fear Of Your Choice
The bad news is you shake and tremble at the idea of calling someone out of the blue and asking for their business.The good news is you recognize you are motivated by fear, and if you openly acknowledge this fact, you can put it to work.What do you fear MORE than cold calling?Read more…Five Tips For Developing An Irresistible Telephone PRESENCE!
Most people simply don’t know how to put themselves across by telephone.Face to face, they’re fine. They dress well, make eye contact, deploy a firm handshake, carry a snazzy briefcase or folder under their arms, present crisp business cards, and smile warmly.Read more…Handle Sales Objections The Smart Way With Diplomatic Transition Phrases
You’ve contacted someone and opened the sales call with these words:“Hello, this is Gary Goodman with Customersatisfaction.com…”And right at this moment the prospect replies, “I’m not interested!”Rude, don’t you think?Read more…Scripts Don't Sell But People Do!
If I had fifty bucks for every time someone has asked me to write a telemarketing script, I’d be wealthier than Bill Gates.Ok, maybe not that wealthy.I would think that readers of my best-selling books, You Can Sell Anything By Telephone!Read more…Stop Cold Calling and Double Your Sales in 30 Days
Everyone knows what “cold calling” is, but how about “warm calling”? That’s easy, warm calling involves contacting your former clients and people you have already identified as prospects.These are the people you had made previous contact with and are listed in your database or on your Rolodex.Read more…You Can Sell Anything By Telephone!
Just this week, one of my coaching clients asked me this question:“Do you think we can sell our product by telephone?”It’s a question that I’ve been hearing for years in my seminars. Can X or Y be sold this way?Read more…Sail Past Call Sentries By Volunteering Information
There is a right way and a wrong way to try to get a prospect on the phone that is guarded by a secretary or another sentry.The wrong way is to start the call by asking, “Is Mr. Smith in?Read more…The Key To Profitable Telemarketing
Telemarketing is one of the misunderstood and misused forms of marketing, which is in part, why we have a national “do not call list.” If you use it correctly, telemarketing can produce tremendous results for almost any business. Yet, if you mismanage an attempt to sell products or services by phone, or let an outside company do it for you in haste, you will lose a lot of money and jeopardize your relationships with your customers.Read more…Handling "I'm Not Interested"
Have you ever called someone to schedule an appointment and their immediate response was "I'm not interested"? It's often a knee-jerk reaction that people have to salespeople, particularly telemarketers. You may have used it yourself when you got that pesky call that interrupted your dinner.Read more…Anybody Can Write A Script!
I was having a conversation with a couple of prospects the other day.The afternoon sunlight cascaded through their ground floor conference room, but it was the only source of illumination in the place.Otherwise, we could have been in a cave, tens of thousands of years ago—this is how primitive the conversation was.Read more…The Power of the Fax
In July 2005, another curious law went into effect. This one, called the Junk Fax Prevention Act of 2005 (JFPA) has several surprises for business owners in terms of sending routine faxes to their customers. This new law just doesn’t impact the sending of what we would think of as “junk” faxes.Read more…Voice Mail Beats Live Message Taking, Hands Down!
Today, I was on the phone, pitching a new book to hard-to-reach editors.An assistant came to the line at one place, and very pleasantly asked me if she could take a message.Almost without exception, assistants such as this person, in the publishing world, are first-rate communicators, so you can rely on them to accurately capture your message and convey it.Read more…Salespeople: Those Inactive Accounts - Aren't!
There are lots of ways to open sales calls, and I detail many of them in my books, such as Reach Out & Sell Someone®.But I’ve discovered one of them, the “inactive account” approach, is flawed.Here’s what I mean.Read more…Why Telesales/ Telemarketing Deployments Fail
Let's talk about the fact that a lot of companies actually fail when it comes to telesales and telemarketing deployments because they fail to follow some of the key principles. So let's talk about what some of those failures are and how you can avoid those if you're looking to employ telesales and telemarketing functions. First of all, a lot of companies assume that if they just bring people in and stick them on a phone, give them a list and stick them in a cubicle that they'll be able to do fine on their own.Read more…The Power of Agreeability: Part One
My parents were fond of the expression: “You can catch a lot more flies with honey than with vinegar!”Exactly, and the same logic applies to snaring customers.Most of us who do business to business selling have to get through secretarial screening, or at least handle these sentries deftly, if we hope to catch the decision maker.Read more…Overcoming The Fear Of Cold Calling
Do you like cold calling? Most salespeople don't. In fact, many people avoid a sales career because the idea of cold calling is so distasteful.Read more…Cold Calling 101: How To Get More Sales Reps To Cold Call You
Busy business executives like yourself don’t have time to pick up the phone book or yellow pages to find products and services that you need for your business. You want sales reps to call YOU! Being on the receiving end of cold calls makes your valuable time more productive.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....