- Knowing Your Numbers, Tracking Your Success By : Mr. Inside Sales
If you're not tracking the number and kinds of call you make each day and each hour, then you're losing out on some valuable information and on one of the best ways to create urgency in yourself or your department... - How to Handle Incoming Leads By : Mr. Inside Sales
I get many requests each week from readers who want to know how they should deal with incoming “warm” leads. “These leads are more qualified because they are calling in," I hear over and over. But we all know this isn't necessarily true is it? - How a Down and Out Sales Crew Rose from Ashes to Win at Sales By : Timothy L. Drobnick Sr.
This story is completely true. It is not a fantasy. It will tell you how what seems to be magic can be used to create phenomenal sales. - What Is The Ultimate Sales Prospecting Tool? By : D.M. Arenzon
Each day we are bombarded with a broad array of advertisements. As consumers, we have unconsciously learned to filter out many, if not most of these advertisements. As sales professionals we should actually be using these advertisements as "opportunities" to locate business prospects. Read this article to find out why the mini tape recorder is the ultimate sales prospecting tool! - Cold Calling Supplement – More Tips on How to Generate Sales Leads By : Micah Soelberg
If you are doing nothing more than cold calling to generate sales leads than you are handicapping yourself. Using a couple extra methods will help you supplement your cold calling to bring in more leads and even eliminate cold calling altogether. - The Secrets To Successful Telemarketing - Austin Marketing Consultant Speaks Up By : Ben Jordan
Learn everything you ever wanted to know about the misunderstood and under used cash generating telemarketing industry, but were afraid to ask - Achieving Sales on the Telephone - Effective Outbound Calls By : Andrew Wood
The best way to predict who your future customers will be is to understand who your past customers have been. For instance, if by looking at your past client base you realise that the majority of your orders have come from the 18 – 30 year old bracket, then this would likely be the best people to focus your attention on. - Telemarketing Gurus Get A Clue - Mark McCormack Is Dead By : Dr. Gary S. Goodman
What I love about telephone sales and the gurus that dwell in this bizarre micro-culture is the fact that they’re almost hermetically sealed off from contemporary life.Talk about frogs that slowly boil to death, the telemarketing industry was in denial about the necessity for self-regulation and improvements in its residential calling campaigns until the very moment the Do Not Call Registry was created.Now, telephone titans are so out of it that they are talking to the dead, says the best-selling author of REACH OUT & SELL SOMEONE, YOU CAN SELL ANYTHING BY TELEPHONE! and THE NEW TELEMARKETING (TM) AUDIO SEMINAR. - 5 Reasons Sales & Service Reps Don't Follow Scripts By : Dr. Gary S. Goodman
You can lead a horse to water, but you can't make him cold call, or follow a script to the letter, or stay at his desk allowing absolutely no distractions to intrude into his work process until an official break time arrives.How come?Why is it that the front lines in sales and service, the work-horses of business and industry; why is it that they bray and buck and perennially bite the hands that feed them?In other words, even when they're shown a more effective way of handling conversations to produce higher sales volumes or more consistent customer satisfaction, why do they revert to indirect, seat-of-the-pants means?There are five reasons, according to the best-selling author of REACH OUT & SELL SOMEONE, YOU CAN SELL ANYTHING BY TELEPHONE! and MONITORING, MEASURING & MANAGING CUSTOMER SERVICE. - A Misguided View of Using the Telephone In Sales By : Art Sobczak
Face-to-face selling is the most effective way to sell because of the ability to use all of your communicative tools. But being there isn't necessary in most cases, and a waste of time in others. This is truer than outside sales reps care to admit. Outside salespeople could sell more, contact more people, and cut down on wasted time and travel money by using the phone more. - Feel My Pain By : Ray MacNeil
People are 10 times more likely to take an action to eliminate a pain. If we know that to be true then why are we not as sales people helping our clients identify their pains in our first meeting(s)? If we don't know their top 5 pains then how can you provide the correct solution to their pain? The answer is - we can't. - Top Speaker & Best Selling Author Says - "Telemarketing is B A C K" By : Dr. Gary S. Goodman
Like that scene from the horror flick, "The Shining", when Jack Nicholson axes his way through Shelley Duvall's bathroom, telemarketing is just as dramatically asserting - "I'm B A C K"! Taken for dead, this incredibly useful yet widely misunderstood and abused medium is assuming its rightful place in the pantheon of promotional tools, according to a top speaker and best-selling author of such telephone sales standards as REACH OUT & SELL SOMEONE and YOU CAN SELL ANYTHING BY TELEPHONE! - Are Mortgage Brokers Due for Seven Lean Years? By : Dr. Gary S. Goodman
The other day I was contacted by an ailing mortgage broker who lamented that times are tough in his industry.He feels the pain because he has plummeted from being the top performer on the sales team to the bottom. Reeling from the roller coaster ride, he's desperately looking for a quick and proven way to regain his equilibrium.He suspects the answer is to start cold calling, especially now that the torrent of inbound leads has been squeezed off to a trickle by rising interest rates and a cooling housing market.He'll get no argument from me. I firmly believe outbound prospecting by phone is everyone's salvation, especially if they have been living off the fat of the land year after year. It is the only proven sales and marketing medium that YOU CONTROL 100% - How To Avoid Sounding Like Just Another Sales Rep By : Ron LaVine
I once called on a large Telecomm seeking to find out if there was a need for a certain type of software. As I sought this information, one of the first individuals I encountered immediately asked, "What are you selling?"I replied, very simply. I'm not selling anything since I don't even know if there is a need to sell something. Now maybe you can help me. We went round and round a few times until she finally understood what I was saying and transferred me to the individual I was seeking to speak with. - How Much Pre-Call Research Is Too Much By : Ron LaVine
There has been a great deal of questions in my workshops lately about how to use email in conjunction with leads coming off the Internet. How do you know if you have research before following up? How can you use email as an effective tool to create specific follow-up action steps? With that in mind, here is an example of an email I received from a company we'll call " WeKnowItAll Company". - Free Resources To Turn Data Into Dollars By : Ron LaVine
Finding new business can be a snap, if you know where to look and what to do with the information you find. Using the telephone along with publicly available information, you can turn data into dollars.Understanding the importance of the "fact finding step" in the sales cycle, is key to making more sales. We need information resources to enable us to determine who is responsible for decision making, where an account is now, where they want to be and how they plan to get there. - Sales Regrets - Gee, Did I Push Too Hard? By : Dr. Gary S. Goodman
Sales Regret is what we feel when we've made a bad move during a presentation, like touching a standoffish prospect on the shoulder, or making a stupid remark, or pushing a prospect into a decision.It's the counterpart of "Buyer's Remorse."Here's what you should do about it. - Warrior-Salespeople Always Go For The One-Call-Close! By : Dr. Gary S. Goodman
Fear wears many masks.But if you are a warrior-salesperson, as I think we should all aspire to become, you have to relentlessly unmask this foe.If you don’t you'll not only dwell forever in the gray-toned world of the timid, but you'll let a lot of vivid and vital opportunities slip through your fingers.One of the ways people deal with fear isn't by quitting or avoiding challenges altogether, but by insisting that they be confronted incrementally."Inch by inch, it's a cinch, and yard by yard it's hard," we tell ourselves.But when it comes to selling this advice is utterly wrong.We shouldn't plan, for example, three-call closes as so many investment advisers are taught. We should always go for a one-call-close. - Get Wet, Get Numb, and Get That Sale! By : Dr. Gary S. Goodman
Yesterday, I put my toe into the swimming pool for the first time this season, and as expected, it met with a very chilly reception.I waded deeper, generously sprinkling myself with the icy water.Then I got numb, and it was at that point that I really started to enjoy myself!Call this immersion, "Getting in touch with my inner Swede," if you like. But I see it as the necessary ritual to starting your sales day, whether it is face to face or on the phone. - 5 Reasons Call Center Coaching Fails By : Dr. Gary S. Goodman
Bill walks around the call center with all of the enthusiasm and charm of a meat inspector."How you doing?" he asks in a monotone. "It's your turn, I guess."He has just invited a phone rep to a coaching session. Three calls will be played and Bill will share his evaluation of each one with the rep.Spying his checklist Bill remarks, "You left out your close in this one.""But otherwise, it's fine. You’'e mostly staying on the presentation, and this is good. Any questions?"And with that, another "deep and meaningful" coaching chat concludes. - What Makes A Cold Call a COLD Call? By : Dr. Gary S. Goodman
Most writers toss the phrase "cold call" around without ever defining what it means.I think it is worth our time to consider exactly what makes a cold call a COLD call.After all, terms are important; just ask two people if they "like" each other or are "in love" with each other. - A Timely "No" Beats A Mysterious "Maybe" Every Time By : Dr. Gary S. Goodman
Lots of people fear rejection, and of course this afflicts salespeople, too.For this reason, some sellers are afraid to close, which is directly asking for assent, and others fear calling back and following-up because they're concerned they'll seem too impatient and aggressive and this will spoil a deal that may have ripened with time.But I believe it is exceedingly helpful to drive each prospect to a commitment one way or another and the sooner the better! - Seven Benefits Of Cell Phone Marketing By : Ola Ayeni
Mobile phone marketing has created many opportunities for small businesses. Dr. Ola Ayeni explains the seven major benefits of marketing business products and services via cell phones. - We Should Be More Like Kids By : Art Sobczak
At this time of year we often hear "Christmas is for the kids." That's just one more reason I try to be more like a kid. You should too. We all should. We'd be happier, and would achieve more. Here's why. - How To Put The Spring Thaw in Cold Calling By : Ray MacNeil
Very often I hear from new business and franchise owners that the idea of "Cold Calling" is intimidating. The idea of picking up the 50 pound weighted phone and calling someone, a business, out of the blue and trying to sell them is a major challenge. - Improving Your Telemarketing Skills By : H. Whitelock
Are you a telemarketer who gets frustrated because you are not achieving your goals? Telemarketing is very challenging and involves constant rejection. A word of caution: Do not take rejection personally. Having good telemarketing skills is essential to being a good telemarketer.When calling prospects you need to have a positive attitude. If you are enthusiastic and confident on the telephone then it will come across in your voice - To Get Better, Use a Coach By : Art Sobczak
Sure you can get somewhat better on your own, if you have the desire, are willing to research new ideas, and work independently. But we all have those blind spots in our rear view mirrors that we don’t even know exist. Therefore, to make a quantum leap, get a coach. - Cold Calling is Like Shaving- If You Don't Do it Every Day- You're a Bum! By : Dr. Gary S. Goodman
When I was selling and then managing salespeople at Time-Life, we found inspiration by calling a recorded line that had a daily message from the telephone sales guru, Jack Schwartz. Jack was a successful life insurance salesman before launching his telephone training business, and he used every provocative line he could conjure. One of the most memorable was: "Selling is like shaving, if you don't do it every day, you're a bum!" I used to laugh at this one because my face hosted a full beard at the time.But I got his drift.I'd like to make the same point about cold calling. - Gee - I Can't Wait to Cold Call! By : Dr. Gary S. Goodman
The best-selling author of 12 books, including such classics as REACH OUT & SELL SOMEONE and YOU CAN SELL ANYTHING BY TELEPHONE! still loves to cold call. In this article he tells you why. - Cold Calling Pro Says Don't Ask Questions Too Soon! By : Dr. Gary S. Goodman
The best-selling author of REACH OUT & SELL SOMEONE and YOU CAN SELL ANYTHING BY TELEPHONE! says we can overdo the amount of participation we require on the part of buyers and create more problems than we solve. Specifically, we should avoid asking too many questions up-front, particularly during cold calls, this international cold calling pro explains. - The 5 Phony Fears of Cold Callers By : Dr. Gary S. Goodman
"Of course you're afraid to cold call", the smug article writer said; it's only "natural". I don't believe that and neither should you. The fear of cold calling isn't innate. We don't instinctively leap away from phones when we hear them ring, as we do when venomous snakes rattle underfoot. Your hand isn't hard wired to recoil with the phone in it when you hear a "no" or an objection, the way it flies off a piping hot stove. People are afraid of cold calling, to be sure, that's what they say; but they've learned this very undesirable and self-debilitating response. Specifically, they're intimidating themselves with these 5 PHONY FEARS, according to the best-selling author of 12 books, including the classics, REACH OUT & SELL SOMEONE and YOU CAN SELL ANYTHING BY TELEPHONE! - 5 Reasons Experienced Salespeople Should Cold Call By : Dr. Gary S. Goodman
There are five reasons everyone should cold call, at least occasionally, and this includes sales managers, according to the best-selling author of Reach Out & Sell Someone and You Can Sell Anything by Telephone - Introverted Cold Calling 101 By : Jim Dudra
Your first cold call is a daunting, if not downright horrifying task. You are about to pick up the phone and dial a complete stranger. For me, I kept wanting to know everything about this person, their company, what they looked like, how would they react, would they like me, etc before talking. It just isn’t possible to answer every question. At some point you have to pick up the phone and get it over with. So, how is the introverted cold call done? - Reach Sales Prospects Through Team Cold Calling By : D.M. Arenzon
What is Team Cold Calling? This far out, but ever so magnetizing technique integrates teamwork with cold calling. When these two forces are combined they have the potential to dramatically increase your call to contact ratios! Read this article to find out when and how this technique is used. - I Wrote the Book on Cold Calling! By : Dr. Gary S. Goodman
"Despite the rise of the phone factory, or as it is better known, the call center or contact center, I have never found anyone with my gifts. Specifically, nobody has cracked the code of persuading folks to buy by phone as I have," says the best-selling author of 12 books, including such classics as REACH OUT & SELL SOMEONE and YOU CAN SELL ANYTHING BY TELEPHONE! - Congratulations Cold Caller, You Walked into a Gold Mine! By : Dr. Gary S. Goodman
Yesterday I was having an animated, robust conversation with a potential strategic partner who said, after we exchanged ideas and got to know each other:"Congratulations, you walked into a gold mine!"She went on to say that there are tremendous opportunities to get a lot done together, and by simply having made a cold call to the top person, her boss, and by meeting with her, the strong number two in the organization, I launched one heck of a rewarding venture.It is THIS RESPONSE that makes cold calling so exciting and worthwhile. Literally, you never know what kind of opportunity you’re going to inaugurate with a simple phone contact, according to the best-selling author of REACH OUT & SELL SOMEONE and YOU CAN SELL ANYTHING BY TELEPHONE! - Increase Your Callback Rate By Leaving Better Voicemail Messages By : Miller Heiman
You can dramatically increase your call back rate by adjusting your message to your client's perspective instead of yours. The person you are calling is as busy as you are, so messages longer than 20 seconds will start to decrease your chance of a call back right off the bat; and talking too much about yourself and your company won't help either. Being concise is key. Find out what information can be added to create a compelling voicemail that gets you a call back. - How To Make Money While Placing Your Callers On Hold By : Garrett Todd
Can you actually make money while placing your callers on hold? Yes, you can! If you use the right tools. This article will explain how. - Cold Calling Techniques That Really Work - Marketing Solutions for Sales Leads By : Micah Soelberg
Learn how to make your sales manager think you have learned how to hypnotize people over the phone! - Cold Calling Methods to Radically Increase Sales By : Micah Soelberg
Some of the most effective cold calling methods are not what you expect. You need to revolutionize your methods if you want to stay ahead of the pack. - Cold Calling for Cowards - Overcome The Fear! By : Chris Stinson
People who are new to sales or have been in sales for quite a while are probably familiar with the fact that cold calling can be a part of everyday life. Cold calling for cowards is a harsh term because at some point for everybody who has ever had to make a cold call there has been a fear - I'm Cold Calling Right Now-Are You? By : Dr. Gary S. Goodman
There's quite a debate raging between article writers that are claiming their cold calling tips work best and others that contend cold calling is a waste of time.Who's right?Neither.How come?They're so busy stroking their keyboards that they don't have time to actually do what they're claiming to do. - Cold Calls plus Great Graphics = Better Results! By : Dr. Gary S. Goodman
Most folks you're going to communicate with in America, and perhaps in the Western civilizations, are VISUALLY ORIENTED."Seeing is believing," is their motto.They are more open to being approached by email than by phone.To compensate, you need to invest in spiffing up your email follow-up communications, according to this best-sellling author of Reach Out & Sell Someone and You can Sell Anything by Telephone - 5 Ways Cold Calling Lists Are Magical! By : Dr. Gary S. Goodman
After cold calling all day, the best-selling author of "Reach Out & Sell Someone and You Can Sell Anything by Telephone!" reveals the 5 ways great lists can be magical! - Cold Calling Script Death - How to Generate Sales Leads with Ease By : Micah Soelberg
What is the current status of cold calling scripts and what does it mean to you? How to generate sales leads without the cold calling scripts. - 7 Cold Calling Tips to Make You Money Now By : Tyler Wilson
7 Cold calling tips that are guaranteed to make you money now. Put these tips into your daily activity and your results will skyrocket. - Cold Call With Your Boots On, Pilgrim! By : Dr. Gary S. Goodman
When I moved into management at Time-Life, one of my reps would occasionally climb on top of his desk and sell. He enjoyed the view from 10 feet in the air, and he lorded over his prospects, who felt his voice sounded extra-authoritative.I get the same "high" from selling with my cowboy boots on.At this very moment, in fact, I'm wearing my Lucchese "Mad Dogs." With them on, I'm about 6-5 or 6-6.(With ‘em off, I’m 4-4. Now those are some tall heels, partner!) - Are Yearly Market Research and Consumer Audits Necessary? By : Lou Ann Diamond
Financial patterns in your industry assist in maximizing your advertising, sales and telemarketing dollars by revealing stagnant or active patterns. If decades pass and your industry has seen no changes or new developments, then No, you don't have to do research or audits. - Silly Voicemail, Serious Business! By : Nathan Cain
My accountant was always tellings me I need to change my phone system greeting. He said it was unprofessional. But when my customers call me, they thinks its great. I am always hearing, "I love your voicemail by the way. Its hilarious!" - Some Par-Ticularly Good Sales Ideas By : Art Sobczak
Norm Campbell e-mailed me with an opening and questions he developed after reading my books, "Telephone Tips that SELL!" and "How to Sell More in Less Time, With No Rejection." - Effective Cold Calling Techniques – How to Supplement Cold Calling By : Micah Soelberg
Effective cold calling techniques are often seen as tips on how to be better on the phone. But have you ever thought of effective ways to cold call without having to pick up the phone? Read this article now to find out how it's possible. - Cold Calling Tips - Top Tips To Increase Sales By : Micah Soelberg
Cold calling tips to cut through any objection in seconds!? The truth about cold calling tips and the art of cold calling. What you should and should not be focusing on to increase your income and sales. - The Call Center Myth By : Britt Phillips
Does the "Call Center" business model really live up to all the hype surrounding it? You decide in this revealing article. - 5 Reasons Right Now is the Best Time to Cold Call! By : Dr. Gary S. Goodman
I love those timid trainers that try to convince sales novices that there are good, better, and best times to make sales calls.Baloney!There are 5 reasons this advice is utterly bogus and RIGHT NOW is the best time to cold call according to top speaker and best selling author of such classics as YOU CAN SELL ANYTHING BY TELEPHONE! and REACH OUT & SELL SOMEONE. - Cold Calling Strategies For Beginners By : Eartha Haines
Cold calling is not an enjoyable task. Most people dislike having to call up new prospects because you never know how the person on the other end will react. Rejection is a hard thing to take. There are ways to make your cold calling tasks easier and a little more effective. - Cold Calling Scripts are Worthless-You Need Marketing By : Micah Soelberg
Cold calling scripts are a waste of your time. You need to find a marketing system that works! - Warm-Up Your Chilliest Cold Calls With The Congratulations Approach By : Dr. Gary S. Goodman
Dr. Gary S. Goodman, best-selling author of a dozen books, including such telemarketing classics as REACH OUT & SELL SOMEONE and YOU CAN SELL ANYTHING BY TELEPHONE! knows how hard it is to develop new business if you don't have an original sounding hook.That's why he loves what he calls THE CONGRATULATIONS APPROACH. It can instantly heat-up the chilliest cold calls, as he explains in this practical and instantly useful article. - Be a Sales Superstar on the Phones By : Carolyn McFann
Tips by a proven top telesales professional with consistently superior conversion and stats. Learn how to sell like a superstar, by listening to the customer over just doing things "by the book". - Webconference Applications For Sales By : Michel Dionne
The traveling time lost in getting to a prospect is expensive and not necessarily justified due to various reasons, such as when the prospect is insufficiently qualified or when the prospect's role in the acquisitions process is not clear. - Sales Lead Generation System-Cold Calling Avoidance By : Micah Soelberg
If you want to be really effective in selling you need to have a system for bringing in sales leads. You also need a system for converting them to customers. Learn how to accomplish this and increase your sales. - Sales Skill & Positive Tip for February, 2007 By : Stan Billue
SALES SKILL: If you are ready to increase your effectiveness as a Sales Pro by 100 to 400 percent then please sit down and pull your chair closer because I’ve got the secret. In fact if you’re already sitting down, you might want to cinch up your seat belt. You may be shocked, startled, or even stunned with what I’m about to share with you, however I would be doing you a grave disservice if I didn’t. OK, here it is. - How NLP Can Help You in Sales By : Claudine Waskowycz
Who do you prefer to buy from? The over eager salesperson who talks at you a hundred miles an hour or the person who takes the time to discover your needs and then helps you find the best fit for you? Which one would you choose?When you apply NLP in selling you have a high chance of increasing your customer satisfaction rating and your repeat business. As well as increasing sales it enables you to ensure that your products or services are a good match with your customers needs. - Get Blogging To Get Sales (Part 1) By : Claudine Waskowycz
A professional-looking online presence is crucial for salespeople, including cold calling telemarketing salespeople, who want to build their businesses by improving lead generation and booking more appointments. Over the next few months I will be sharing with you new, different, easy, and exciting ways to win more clients and make more sales. I will be taking you "out of the box" and putting you in the real world of creative marketing to win fresh new business and get appointments. - Cold Calls That Work While You're Sleeping By : Micah Soelberg
Using leverage in sales will dramatically increase your revenue and free up your time. Learn how to use leverage and you will soon be the top salesperson in your office. - Cold Calling Supplement - How to Generate Sales Leads By : Micah Soelberg
Generating leads by cold calling can be a tough process. This article goes into the various alternative methods to generating leads without having to pick up the phone to bug strangers. - Cold Calling: How To Put An End To Voice Mail Jail By : Leslie Buterin
Use these tips to circumvent voice mail, be relentless in your pursuit for a human, and get ready to smile as you make personal contact with a real, live, person who wants to do business with you! - 7 Proven Sales Tips to Eliminate Cold Calling By : Roger Bauer
In a recent SMB Consulting, Inc. online survey, 84% of sales representative respondents admitted to being unprepared at least once on a sales call within the past year, and ¼ of those admitted to being unprepared 11 times or more. These results may indicate that many companies are still emphasizing cold calling as a method to gain new customers, and sales reps are feeling pressure to cut corners in order to obtain appointments and close deals. Below are seven things any sales representative can do to minimize reliance on cold calling and improve their ability to attract prospects and customers just like the top performers. - Are C-Level Executives Not Calling You Back - If Not, Then Try The Persistence Equation Voicemail By : D.M. Arenzon
One of the most effective ways to quickly identify with C-Level Executives is through your enduring persistence. Read this article to find out more about "The Persistence Equation Voicemail" and how you can use it to get C-Level Executives to call you back! - Is This a Trend? Three Horrible Calls Reviewed By : Art Sobczak
What's up with "salespeople" reading from these scripts, and as with each of these cases assuming a sale? It seems to be that this is so inane the approach would eradicate itself due to lack of success. And do the people at these service agencies and client companies think prospects are so stupid that they'll fall for stuff like this? - Cold Calling The Amazingly Simple Secret for Successful Cold Calls to Company Presidents By : Leslie Buterin
In this business environment with collapsed organizational structures, the elimination of middle management, and the increased workload for executive assistants—it’s even more challenging to break through to the inner-circle of decision-makers. - Turn Cold Calling Into Hot Prospecting By : Tim Brownson
10 easy tips to help you get more new business. If you follow this advice you will see an improvement in your cold calling results, presuming of course you have the right attitude in the first place. - 2007 Thoughts and Concepts to Consider in Teleselling By : Lance Winslow
If you are in the sales profession and do sales yourself there is no doubt that you will do some of your business by telephone, it is inevitable. It is for this reason that salespeople should discuss teleselling and all the various aspects. We should be discussing the new telemarketing laws, which have changed the industry for ever and how your company no matter what size can benefit from incoming telemarketing. Selling on the telephone is much different, but it is also much more efficient especially when prospecting or cold calling. - Your Telephone Personality By : Janae Wentworth
You may not have thought of it this way, but the telephone is just another sales counter. The customer at the other end of the phone is just like the customer at the counter, with one big exception: The customer cannot see you! - Inside Sales Tips - How to Use Assumptive Questions By : Mike Brooks
This Inside Sales Tip shows you how to use the most effective type of question in sales - the assumptive question. This one technique can help you close more sales and uncover hidden objections. - Redecorate Your Office And Increase Sales! By : D.M. Arenzon
Your office space can have a profound affect on your attitude and how you sell (and how your team sells if you are a sales manager). This article offers 10 practical tips that you can apply immediately to "spruce up" your office. - 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. As Vince Lombardi, the legendary Green Bay Packers coach said, true winners love to not only be on the field of play, but to leave it, exhausted, knowing they did their best.Show me someone who boasts that he “Prefers to work SMART, and not HARD,” and I’ll show you: (1) Either a certified genius who has found or built a perpetual motion machine; or (2) A liar, who not only deceives himself, but others, too.I tell them this: IT IS SMARTER TO WORK HARDER. - 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, passe, and too difficult.As I’ve pointed out in my best-selling books, REACH OUT & SELL SOMEONE and YOU CAN SELL ANYTHING BY TELEPHONE, it is a phenomenal way to get business, providing you do it well.There are at least five ways that it beats the pants off of alternative sales techniques. - Cold Calling Can Lead To Severe Depression If Your Prospecting Efforts Are Not Diversified! By : D.M. Arenzon
Cold calling affords you the opportunity to reach out and build relationships with prospects that you may not come into contact with on a daily basis. For this reason, cold calling should be part of your business development strategy. What would happen if do not diversify your cold calling efforts? What would happen if you focus 100% of your lead generation efforts on cold calling? I believe that by choosing this course of action you will become frustrated and your frustration will lead to depression. Upon reading this article, you will learn the importance of diversifying your lead generation efforts so that you do not experience the dark side of cold calling---this dark side being depression! - I Hate Cold Calling, But, Will It Really Help My Small Business? By : Brandt Stohr
Quickly determine if cold calling is right for your small business. No one like to do cold calling, however; is it a waste of time or is it possibly a great investment of time for your small business? - Reduce Resistance and Inspire Curiosity By Becoming A "Cold Calling Journalist" By : D.M. Arenzon
Learn how to become a "Cold Calling Journalist" when a prospect responds with common brush-offs such as "Call me back in six months and we can talk." This technique will help to reduce cold call resistance and inspire curiosity so that your prospect will take your telephone call. - 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.If you’re doing that, you’re more than stupid.Do cold calling the right way and you will carefully select your list, having pre-qualified those that appear for vital characteristics, such as income, need, and a positive predisposition to say “Yes,” says Dr. Gary S. Goodman, pRESIDENT OF cUSTOMERSATISFACTION.COM, top speaker and consultant, and best-selling author of 12 books, including REACH OUT & SELL SOMEONE and YOU CAN SELL ANYTHING BY TELEPHONE! - Making Cold Calls Is The Telephone Prospecting Equivalent Of Sending Spam Emails By : Tino Buntic
Cold calling is just like spamming. They are both forms of interruption marketing. - Do You See Opportunity When Your Competition Goes Under By : D.M. Arenzon
While it's an unfortunate situation when a company goes under, the opportunity for you to capitalize on your competitor's misfortunes could prove to be a steady source of additional income. This article discusses two practical and low-cost ways to capitalize on your competitor's misfortunes. One of these ways is through their old telephone number and the other is through their expired company website. - Can We Agree: It Is Better To Be Scripted Than To Be Unscripted? By : Dr. Gary S. Goodman
There is a threshold idea that you simply need to embrace if you are going to consider yourself to be a professional on the phone, whether you prospect, sell, set appointments, perform customer service, or collect past due accounts through this medium.You’ll perform better, get more done in less time, and reap greater rewards when you use a top-notch script than when you try to improvise from call to call, says Dr. Gary S. Goodman, top speaker, international consultant, popular radio and TV commentator, and best-selling author. - Have A Good Day Today and A Better One Tomorrow! By : Dr. Gary S. Goodman
There used to be a recorded phone line we could call when I was selling for Time-Life Books that would give us a quick injection of motivation. It was sponsored by Jack Schwartz, a former insurance agent who became one of telephone selling’s first authors and consultants.There's a lot to be learned by looking at the out-of-print books of long-gone phone pro's, says Dr. Gary S. Goodman, top speaker and consultant, radio and TV commentator, and best-selling author of 12 books, including such classics as: REACH OUT & SELL SOMEONE and YOU CAN SELL ANYTHING BY TELEPHONE! - How To Make That First Call of The Day a Success By : Dr. Gary S. Goodman
The first call of the day seems to be the toughest, but it can be one of your best, says Dr. Gary S. Goodman, President of Customersatisfaction.com, top speaker, telephone pro, and best-selling author. - Using the Phone to Set Appointments By : Art Sobczak
If you're using the phone to prospect, and regardless of whether your next step is to communicate in person or by phone, be certain you have something of interest in order to get them talking. Your results are much more pleasurable. - Cold Calling Expert Says You Have The Right To Contact ANYBODY! By : Dr. Gary S. Goodman
I'd like to share with you a story from the 1960's that is told around inside sales departments and among co-workers as they gather for off-work refreshments and conversation.Lyndon B. Johnson was President at the time, and being a Texan he was also a Dallas Cowboys fan, and that team was supremely successful in his era, headed to yet another Super Bowl game.The President fell ill, went to Bethesda Naval Hospital for tests and treatment, and one of his fellow Texans put two and two together.Reasoning that all Presidents have Super Bowl tickets and seeing that LBJ couldn't make it to the game because of his health, this "old boy" figured that there would be at least one unused seat at this sold-out venue that he could occupy.So, he called the White House offering regrets about LBJ's health, and then he asked for his tickets, "In light of the fact that he can't use them and I'm a loyal constituent."Sure enough, legend has it not one but two tickets arrived in this gent's mail a couple of days later.There is a crucial moral to this story that should be heard by every salesperson, manager, and cold-caller, says Dr. Gary S. Goodman, top speaker, international consultant, and best-selling author of 12 books, including the classics: REACH OUT & SELL SOMEONE and YOU CAN SELL ANYTHING BY TELEPHONE! - Cold Calling Pro Suggests Asking: "Hello, Bill?" By : Dr. Gary S. Goodman
I used to compare cold calling to ice fishing, but then I learned a little about ice fishing, and it isn't that tough.But there is one similarity: To get a positive result, you need to break the ice.Prospects who come to the line and who don't recognize your voice or your name can be very frosty and forbidding and it is our job to warm them up, and fast.Here's a great tip for getting the job done, according to Dr. Gary S. Goodman, top speaker and trainer, international consultant, and best-selling author of 12 books, including the popular classics: REACH OUT & SELL SOMEONE and YOU CAN SELL ANYTHING BY TELEPHONE! - Positive Tip & Sales Skill for November - 2006 By : Stan Billue
Positive Tip & Sales Skill - Top Telephone Consultant Cites a Big Cold Calling Hang-Up: Fear of Beginning at the Beginning By : Dr. Gary S. Goodman
Zen practitioners make a big deal out of something utterly simple: the need to cultivate a beginner's mind.By this they mean we need to have a state of mind free from preconceptions, judgments, biases, confusing abstractions, and other concerns if we want to do our best.Athletes cal this frictionless mental state, “The Zone” and the feeling of doing only what you’re doing without distractions, as being “Locked-In.”When we have a beginner’s mind, also called no-mind, literally we don’t mind doing what is in front of us to do, whether it is making our beds, enjoying the entrée without thinking about desserts, or listening to that customer who is in pain about the performance of one of our products.If you're in sales or telemarketing or you’re simply looking to hustle up some new business as the head honcho of your own firm, you need to have a beginner’s mind.Cold calling requires it. Fortune 1000 consultant, and best-selling author of 12 books, including such telephone classics as REACH OUT & SELL SOMEONE and YOU CAN SELL ANYTHING BY TELEPHONE! - Top Speaker Says: Control Your Destiny By Learning To Cold Call By : Dr. Gary S. Goodman
Don't believe the wimps who say cold calling doesn't work. Citing his own dramatic success, Dr. Gary S. Goodman, top speaker, Fortune 1000 consultant, and best-selling author of 12 books, including such classics as REACH OUT & SELL SOMEONE and YOU CAN SELL ANYTHING BY TELEPHONE, proves othewise in this article. - Beware of Cold Calling Quacks: Don't Study Surgery With Those Who Flee At The Sight of Blood By : Dr. Gary S. Goodman
I love to read articles written by people who have never made a dime by cold calling.They seem to shout the loudest that cold calling is a waste of time.For them, it's true. But I've made my career and my fortune doing it.What is their problem?If they aren't afraid to pick up the phone, and their patter is competent, why aren't they getting results, too?"They're quacks" says Dr. Gary S. Goodman, and they don't belong in the sales training business, according to this best-selling author of such classics as REACH OUT & SELL SOMEONE and YOU CAN SELL ANYTHING BY TELEPHONE. - “Sing Like Sinatra“ Top Consultant Advises Sales & Customer Service Script Users By : Dr. Gary S. Goodman
The legendary Frank Sinatra didn’t fully come into his own, some say, until he belted out what became his signature song: “My Way.”Sinatra didn’t write that song.Paul Anka, another former teenage heartthrob wrote it for The Chairman of The Board, as Sinatra was known to his Rat-Pack pals.I heard Anka perform it once, but he didn’t come close to capturing the magic of Sinatra’s sage-like interpretation.Sinatra made the song his own, as so many of the greats do.And once this functional “ownership” happens, the real composer doesn’t matter. He moves offstage, far from the glow of appreciation and acclaim that the performing artist brings to the work.Salespeople, telemarketers, and customer service people are increasingly being called upon to “sing songs” other composers have written for them.Whether they’re called scripts, call guides, or call paths, these are compositions that also need to be performed with the right text, tone, and timing. They must be brought to life as artistically as possible, so they’ll ring true to their audiences, says Dr. Gary S. Goodman, top speaker, Fortune 1000 consultant, and best-selling author of 12 books, including REACH OUT & SELL SOMEONE, YOU CAN SELL ANYTHING BY TELEPHONE, and MONITORING, MEASURING & MANAGING CUSTOMER SERVICE. - From Insult To Sale! By : D.M. Arenzon
I've made over 80,000 cold calls over the years and thought I'd share with you a funny story about an experience that I had over the telephone. While the story is a bit humorous, the point of this story is to demonstrate that sometimes you need to have a good sense of humor to make the sale! - Some Thoughts On Effective Telemarketing By : Jonathan Farrington
Uncovering new opportunities and potential new business is an essential task of any sales team, however, it is probably one of the most unpopular activities. The main reason for this is that professional salespeople, just like the rest of us, fear rejection. - Fundemental Success In Teleselling By : Rich Lucas
Telesales is more difficult than regular sales, what attitudes can we apply to succeed? - So You Think You Know Why People Buy From You? By : Art Sobczak
People buy for their reasons, not yours. Your goal on calls is to learn, remind them of, and understand their reasons for being interested in you, and ultimately buying. - The Speaking Bubble Technique: A Creative Way To Get A Face-To-Face Sales Appointment By : D.M. Arenzon
The "Speaking Bubble Technique" is a technique that you can use to set up a face-to-face sales appointment. If you are looking for a sure-fire way to "get noticed" then I would highly suggest using this idea for your next hard to reach type of prospect. - Close More Sales By Making Your Prospect Feel Important! By : D.M. Arenzon
John Dewey, a 21st century renowned philosopher, psychologist and educator said that the need to feel important is a basic law of human nature. When you are contacting your sales prospect, engaging in conversation with them and even speaking with their gatekeeper it is so important that you apply this law of human nature. This articles discusses ten practical ideas that you can use to make others feel important. And as a result of your efforts, you will find yourself closing more sales!
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