- A Misguided View of Using the Telephone In Sales
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. - We Should Be More Like Kids
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. - To Get Better, Use a Coach
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. - Some Par-Ticularly Good Sales Ideas
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." - Is This a Trend? Three Horrible Calls Reviewed
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? - Using the Phone to Set Appointments
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. - So You Think You Know Why People Buy From You?
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. - A Screener and Voice Mail Tactic to Avoid
- Don't Settle for Vague Answers
When people speak in terms of specifics, things happen. If prospects and customers aren't asked for a definite decision or course of action, it's easy for them to shelve the issue. - Screener and Voice Mail Tips to Help You Get to More Buyers
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..... - Are You Believable? Most Salespeople Aren't
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. - A Bad Call, Start to Finish
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?” - How to Prepare for Cold Calls When Resistance is Likely
Many sales reps look at ads, direct mailing pieces, catalogs, the Internet, anywhere there's advertising as sources of prospects. - A Review Of Opening Statements
For attendees of my Telesales Rep Colleges, and customized training programs for clients, I have a standing offer of evaluating their opening statements afterward. Here are a few submitted by the pros at Dobbs Publishing, a group of niched magazines for auto enthusiasts. - Tips for Successful Negotiating by Phone
Most of us negotiate something every day. Whether it's getting our kids to willingly clean their rooms, or hammering out an elephant-sized contract with more details than a politician has “special-interest” donors, our ability to haggle effects our results. Here are some useful negotiating tips. - 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?” I about leaped out of my chair when the rep hemmed and hawed, then said, “Well, we're really not supposed to do that.” Smelling blood, the customer spotted an opening:
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