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- Call Display - 4 Ingenious Ways to Get Past it and Reach the Decision Maker by Jim Domanski
Sometimes the real villain in tele-sales or cold calling or lead generation or follow up, is not a gatekeeper and it is not voice mail. The real villain is often call display. Your number and sometimes your company name is broadcast to your buyers on their telephones. With a quick glance they can dismiss your call and cast it to the land of voice mail. - The Right Way to Ask For, and Get, a Referral by Jim Domanski
When you get a referral your odds of closing the sale increase dramatically. The problem is, not every sales person knows the secret to asking for and GETTING a referral. This article show you precisely how to ask for a referral. - Cross Selling - 4 Steps to Increasing the Average Value of a Sale by Jim Domanski
One of the easiest but virtually ignored ways to increase the average value of a sale is through cross selling. Cross selling means selling a related product to compliment the original purchase. It's been around since the time of the Pharaohs but is rarely used consistently in most industries. - Pre-Call Planning - The 2 Secrets to Getting "Insider" Information on Your Prospects by Jim Domanski
Gathering information about your prospective decision maker can give you an edge in selling. But where do you get good, solid information about decision makers. This article provides you with 2 superb techniques on how to gather information about your prospect to make selling easier and more effective. - Objection Handling - I'm Happy With My Current Supplier Thanks by Andrew Seaward
Telephone sales objection handling. Some advice and tips from a recent training session. That old chestnut "happy with current supplier" dealt with here. Some top tips. - Telephone Sales Skills - If You Are Not Appearing You Are Disappearing! by Jeffrey Doucet
Sales Pros exemplify effective telephone sales skills. It is the most effective tool for maintaining pertinent personal client contact, for sourcing referrals, for stifling competitors. - 8 Sales Questions You Can't Live (And Sell) Without by Jim Domanski
Every trainer worth his or her salt will tell you that good questions and good questioning are vital in the selling process. But what's a good question? Here are eight hard hitting questions that you can and should use in virtually any sales situation. The reason? They give you good information and help you make the sale. - The Top 10 Voice Mail Blunders (And What You Can Do to Avoid Them) by Jim Domanski
If you use the phone to sell, generate leads and set appointment then you are well aware of the frustration of voice mail. On average over 70% of business to business calls end up in voice mail. This article show you how to tackle voice mail and reach more decision makers. Not only does it reveal the common mistakes make by sales reps, it offer practical and proven strategies and tactics to bypass voice mail 'gatekeepers.' - 15 Ways to Stay Motivated and Focused When Cold Calling by Jim Domanski
For most sales reps cold calling or tele-prospecting is a painful process. The rejection rate is high and the process is discouraging, and the results are often meagre. That's because most reps aren't properly prepared for the task at hand. This article provided 15 highly practical tips that will keep you focused, motivated and more successful. - Scenario Selling - How to Identify Needs Faster and Easier by Jim Domanski
Asking sensitive questions that get to the heart of a prospects problems is not always easy. Initially, most prospect hold their cards close to their vest because they don't like to readily admit they have flaws and issues. This article provides tele-sales and field sales reps with a proven, highly effective technique to get clients to open up about their challenges. In turn, selling become easier! - 3 Steps to Dealing With Knee Jerk Objections (How to Keep Your Call From Floundering) by Jim Domanski
Nothing puts an end to a cold call or teleprospecting call faster than "I'm in a meeting,", "I am happy with my present supplier," "We don't need anything right now," and other similar knee jerk objections that occur at the beginning of your call. This article shows you the 3 steps to overcoming knee jerk objections and keeping your call on track. - The 2 Most Stupid Questions in Tele-Selling by Jim Domanski
Some tele-sales reps shoot themselves in the foot when calling on prospects. What's worse, the often shoot themselves in the other foot. This article looks at two of the most stupid, time wasting questions reps tend to ask and why you should purge them from your selling effort. - How Tennis Can Get You Past the Gatekeeper (And Reach More Decision Makers) by Jim Domanski
Getting past savvy gatekeepers and to the decision maker is not unlike the game of tennis. It requires a strong serve and skillful volleys. Follow the advice in this article you'll reach more decision makers in less time. - Telemarketing - Top Reasons to Outsource Telesales to an Outbound Call Center Service Provider by Daljeet Sidhu
The decision to outsource telemarketing services depends on a number of factors, the most important of which is whether the benefits accrued outweigh the costs incurred. It is the foremost duty of management to analyze the cost-benefit ratio before going in for outsourcing. This article weighs various criteria that may help make that decision. - Telemarketing and Telesales by David Pickup
The first thing that comes into the mind of many salespeople when they hear of "telemarketing" is "cold calling." However, telemarketing is beyond that. The dread that comes with the fear of being turned down is not present in telemarketing. Unlike high-pressured cold calling where the buyer feels that he is selling, in telemarketing it is all about providing "privileged information" maintaining a positive attitude. - Filling the Sales Pipeline? by Wendy Weiss
The bottom line is that if you want to be able to sell consistently, if you want to have those million dollar and beyond sales careers, if you want to avoid major frustration and wheel spinning, blanketing the earth with emails, voice mails or even phone calls is not the answer. The answer is to be highly specific about who your prospect is and why they should buy from you. Far too often when speaking with entrepreneurs, business owners and sales professionals, I ask them, "Who is your market?" and the response is "Everyone." - Cold Calling Tips - How to Research a Prospect by Catherine Yaffe
How can research help you win the business? By giving you an edge over the competition. In this article we look at two great resources of information. - Sell by Educating Not Cold Calling by Russ Henneberry
Your prospects are becoming increasingly pressed for time and increasingly capable of finding out everything they need to know about your business and your product or service without having to leave the comfort of their office. Your sales process must change accordingly. Providing free information and distributing it through the Internet should become a part of your business development strategy. - 5 Annoying Cold Call Mistakes Salespeople Make and What to Do Instead by Michael Schell
Most salespeople who cold call their unsuspecting victims have an approach that would give an aspirin a headache. In other words, highly annoying! - Basic Infomation on Telemarketing by Greg A Brown
Telephone marketing is the marketing by means of telephones or online web conferencing. This marketing falls in the category of E Marketing, since it use electronic means for the purpose of marketing. Though very old, but Tele conferencing is a still highly employed method of marketing of any product in the world. Telemarketing is also known as 'telesales', mostly in UK. - 8 Strategies For Bypassing Voice Mail by Wendy Weiss
Vary your calling times. If you are only reaching voice mail you have no way of ascertaining when your prospect will be available. If you always make your calls at the same time of day, vary your routine. Call at different times throughout the day and throughout the week - Telemarketing - Rigorous Analytics Can Improve Your Sales and Marketing Campaigns by Daljeet Sidhu
Application of the scientific method to any operation can help make it systematic and measurable, bringing in an element of control to the process. Telemarketing campaigns can also be put to experimentation to see if the measures are working out fine and yielding good results. Based on the outcome, proper steps can be taken to improve the process and make it more effective. - Telemarketing For Beginners by Barry H Brenner
Telemarketing is a direct marketing strategy to help network sales associates and potential clients, your business with other businesses, etc. Though this kind of marketing faces some resistance, there are methods to establish and maintain clients by use of telemarketing. - Making the Most of B2B Telemarketing by Maria Morton
Regardless of your personal thoughts about the appropriateness of being cold canvassed during your evening meal, telemarketing is a thriving industry and could be the new lease on life that your company needs. In the business-to-business arena, effective telemarketing services can serve a number of purposes. - Another Night in a Call Center by Mariaclara Mayumi De Filipina
Business Process Outsourcing is a trend nowadays. It benefits the owners of the company as much as it benefits the third world countries. But how does the people behind this copes with the industry? - Planning the Sequence of Your Daily Calls is of Utmost Importance by Joe Dambra
Planning your call sequence is not only a good sales practice but a logical way to work your territory. Not enough time in the day to accomplish what needs to be done? Need to make that one additional call that might put you over the top and beat that quota. be a quota? You are tired at days end because you covered one end of your area to the other. Planning your call sequence is the logical way to remedy all of the above. - Distinctive Advantages Salespeople Get by Using the Telephone by Joe Dambra
Using the telephone is an excellent way for a salesperson to plan her time and use her talents to be more productive and have a better tomorrow. It is quick - You can telephone several people in the time it takes to go get a cup of coffee or peel a grape. It is Flexible- If the prospect you are calling... - Job Search Cold Calling - Getting Past Stuck by Chet H Baker
Calling into companies and making networking calls are two of the most effective ways to find the job you are seeking. But cold calling can be difficult for some who have a tendency to get stuck when the call isn't going the way you want it to go. There are techniques to use to get unstuck. - Lead Generation Tips - Prospects Will Call You When You Use Effective Voice Broadcasting Methods by Chris Robertson
Voice broadcasting provides a unique type of lead generation that gets prospects calling you instead of you making cold calls. If you've always been nervous about making cold calls for business-to-business sales, voice broadcasting empowers you to phone thousands of potential customers within moments without speaking directly to the recipient. It is the preferred method of many successful businesses to generate leads by phone. Let's explore lead generation through voice broadcasting and see how it can benefit you. - Telemarketing - Top 6 Tips For Making Every Call a Great One by Daljeet Sidhu
The business of telemarketing emerges from a conflict. Telemarketers need to make calls to customers despite the fact that these calls are viewed with scorn and derision by a vast majority of people. At the same time, it is through these calls that a company establishes important contacts and generates crucial leads to carry the business forward. This article gives you the tips to distinguish your calls from other telemarketers and be a great success.
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