The Art of Change-Evolve

Businesses will respond in much the same manner. A negative reaction will occur when ask to change. When you ask your prospect to make a decision on your products or services you are creating change thus creating an environment for a negative reaction.

Telephone Sales Basics for Start-ups

Here are some of the areas to consider when starting a telephone selling initiative in your organization.

How To Know You're On A Winner

How call-centre managers can pick the right changes...

Fear.

Outcall is an exceptionally good Marketing/Sales tool if it is done right. There is a lucky few that can just pick up the phone, make a cold call and it comes naturally to them. But for most of your employees, making that call is the most unpleasant and difficult task you could possibly ask them to do.

Making a Cold Call Fun

Cold calling is the most intimidating for sales professionals. But it's easy and fun once you get over the fear of speaking with new people. Here is an example of a good cold call, and one that is typical, and unfortantely .. pitiful!

Changing How Business Answers Their Telephones

America is now conditioned to the automated telephone answering experience. Most of us can recite the words from memory. This drone or common experience has a comfort zone that many companies are fearful to abort. As the buying demographic changes, so must the approach.

Top 10 Tips For Cold Calling Success

At some point or other every sales person has to cold call. Whether it’s ringing totally new clients, chasing leads, gaining referrals, networking or following up on a conference card handed in it’s not something that many salespeople are that comfortable with...

How to Stop Cold Calls from Feeling Intrusive

Can’t you tell when somebody wants something from you? I certainly can. And it usually feels inconvenient and intrusive. So you can understand, then, why potential clients will often run for cover when your cold call is only about “making the sale.”

Winning Customers Over the Phone

Learn the vital steps necessary to make a good impression while speaking to your customers over the phone.

If Cold Calling Works For You

Addresses salespeople who are satisfied with their current results from cold calling, and explains why they could do even better if they supplement their cold calling activity with smart self-marketing.

How to Cold Call Without a Pitch

Make your cold calling about them, not about you...

The Best Times to Make Calls

Do you want to reach your prospect directly? Would you prefer to reach your prospect without first having to speak with a secretary or assistant? Then keep these calling times in mind. As a general rule, the best times to reach high-level executives are before business hours, after business hours or during lunch. Try calling early in the morning before 9:00 a.m. or after 5:00 p.m. At those times, generally, the secretary has not yet arrived or is gone for the day. Executives are frequently answering their own phones.

Power Words

I did a teleconference a few weeks ago with people who were new in sales and new to prospecting. The focus of the call was to help participants get beyond fear and understand their prospecting process. One of the participants on the call told me that she had been given the telephone prospecting script that her team leader uses to set appointments. The team leader was a highly successful sales professional who had...

The Wasted, Unproductive Follow Up Call

I received a telephone call yesterday. It was someone I’d met at a networking group months ago. She reintroduced herself, mentioned the group where we’d met and said she was calling to follow up. She did not say about what. I asked the question for her, “Why are you calling? What did we discuss?” She told me that she makes customized covers for laptops. I thought that was nice, but I didn’t need one and still didn’t understand why she was calling me. She then told me ...