Archive for the ‘Sales-Teleselling’ Category

I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects. And a whole lotta fun.

I know, I know. Most sellers eschew cold calling, preferring instead to network, get referrals, golf, meet face-to-face.

Did you ever ask yourself why?

We can think historically: Dale Carnegie, in How to win friends and influence people published in 1937, told us to meet prospects in person (and his choices then were….. were what?). We can think about trying to ‘get through’ the gatekeeper. We can think about trying to gather information or pitch product with no ability to understand or share personal expressions on a phone.

So let’s say we do our networking, getting referrals, golfing, and meeting in person. What does it give us? Sadly, we’re just making ourselves feel better because it doesn’t help us close more deals. Indeed, until or unless a prospect has managed their behind-the-scenes systems (culture, environment) issues and gets buy-in at all levels, nothing will happen whether they need us or like us.

Continue reading ‘Cold Calling Works – And It's Fun!’ »

Predictive dialing has been used as a sales generating tool to bring in new business. Sales agents using predictive system have also realized the ease of using a system like this and how well it streamlines their workflow. Of course, you can still call leads by dialing a phone number and taking down notes. However, with this technology, you are able to quickly go through leads, select a disposition, and go on to the next phone number. Dispositions can each be unique, depending on the campaign. Some dispositions include Busy, No Answer, Left Message, Call Back, etc. They can also be reused in your calling queue if you need to contact that person again. For the person that takes well detailed notes, this proves useful because you can type in comments, questions, and other important information about the call.

For any team looking to increase sales, a predictive dialer is a good source to achieve your goals. This software has no limit as to the number of sales agents that can log in at once and, if permitted, they can sign on their dialing accounts from an office or home setup. This tool has been used by many sales teams to improve their numbers and flood their pipeline with leads. Continue reading ‘How Predictive Dialing Increases Sales’ »

Cold calling. Probably one of the things most business people hate the most. Unfortunately, it’s also probably one of the very best ways to build your business! So, if you want to build your business fast, you’re going to have to learn to love cold calling – and to make it a little easier, I’ve listed the top ten mistakes people make when dealing with cold calling.

1. Not making, and sticking to a schedule. The very first thing you should do is to commit to making a specific number of calls per day, or per week. That should be a part of your overall marketing plan, and you should aim to meet, or better, that number.

2. Calling at the wrong time of the day. Most people are tired, busy, or just plain grumpy as the day wears on. Catch them early in the morning, to avoid this, and to get in before their day gets started.

3. Not being friendly to the person who answers the phone. You never know who it is who answers – a senior exec may be standing in for the receptionist – if you are not courteous and polite, you could be killing any sales chances you had!

Continue reading ‘Cold Calling Mistakes – 10 Top Tips to Avoid!’ »

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The summertime often offers a lull in activities in many businesses across the UK. We presume that since people are away taking their holidays, we should perhaps reduce our telemarketing efforts until the early Autumn. Many people complain that their sales figures or sign-ups are slow during the summer, but of course they’re slower if they reduce their telemarketing campaigning!

However, you should not stop your sales campaigns just because traditionally people holidayed during the summer months. Keep the pressure on and keep the money coming in. Who can afford to have a slow summer this year? Here are our 10 reasons why you shouldn’t stop telemarketing this summer.

Don’t Stop 1: While the Gatekeeper Sleeps

At some point in the summer, the regular gatekeeper, the person that guards the important prospect from unnecessary distractions to making their company money, will go on holiday.

At this point, someone less well-trained, less experienced and much easier to sidestep will often be appointed to cover their summer holiday period. It’s at this time, that an experienced and skilled telemarketer can make a break past the inexperienced gatekeeper and get connected to prospects that can take advantage of your summer deals.

Don’t Stop 2: Never Be Forgotten

It’s important to keep in touch with your prospects throughout the year. If you don’t call during the summer, the chances are that some canny telemarketers from another company will slip unnoticed into your place and make the sale whilst you’re away topping up the tan.

Continue reading ‘10 Reasons Not to Stop Telemarketing During the Summer’ »

Loading up your predictive dialer, what’s the best data to use?

Telemarketing for the Debt Settlement and Interest Rate Reduction Industry is a crowded space. With more and more people on the DNC list, more companies like yours are fighting to win over the consumer. Increase your odds by calling the right list. Credit Bureau Leads are a Telemarketers secret weapon. With the right Credit Bureau List you can zero in on the exact client that fits your program guidelines. And since these records are typically sold for pennies on the dollar, you can easily load up your dialer and keep your Telemarketing team encouraged calling on prospects that meet your program

What is in a Credit Bureau List?
A credit Bureau List for Telemarketing will have only the selects that you choose. The best way to build your Credit Bureau List for Telemarketing is to consider the characteristics of your typical client. Here’s some questions you should be asking as you build your prospect file:

Continue reading ‘Credit Bureau List Telemarketing’ »

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Did you know that 80% of sales people start pitching as soon as they get the prospect to answer the phone? Yuck! There is a better way.

Now many people tell me they do not want to have a pre-written and pre-rehearsed script because they are afraid they might sound like a robot. Believe it or not, not being prepared is why people will start pitching and not engaging their prospects. Why? Well, not being prepared ahead of time can cause a level of anxiety and when there is anxiety, there can be chatter.

The purpose of sales scripts is to present your unique selling proposition in a powerful way. But one of the most important reasons to know what you are going to say ahead of time is so you can listen to your prospect. When I am coaching people who are not prepared, I find that they are thinking about what they are going to say next rather than listening to the prospect and noticing important clues about what the prospect is thinking.

Continue reading ‘Prepared Sales Scripts – Will You Sound Like a Robot?’ »

Read my articles and books and get to know me even a little and you’ll learn I’m a systems-person, on top of being fairly intuitive.

I admire businesses that figure out how to deliver value across time and space and cultures, especially enterprises that are in traditional “service” fields.

McDonald’s is one such business that has done a spectacular job of providing substantially the same burgers and cleanliness and friendly customer service across more than half a century and around the globe.

And when I worked for an experimental division of that company, named after founder Ray Kroc, I learned how to do things the McDonald’s way, which is a discipline as much as it is a skill.

So, when I went on to become a collector, a salesperson, and a manager of and consultant for these functions along with customer service, I saw the merit in using SCRIPTS, patterned talks that are almost as predictable as how you’re supposed to make a hamburger or clean a counter top.

Why leave the cooking of a meal to chance when you can plan and control its quality nearly every time?

Ditto for conversations. If your intention is to communicate clearly, to sell, or to service, why permit customer outcomes to be random affairs when we can hit the mark, selling and satisfying, with uncanny accuracy?

At this point in my career I am responsible for crafting call paths that have been employed nearly as many times as McDonald’s has sold burgers. I suppose that’s why I’m particularly concerned when scripts sound dumb, when they fail.

Continue reading ‘Dumb Scripts – And Today You Saved Nothing!’ »

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After the crunch came the squeeze
Japan keeps pouring money into ailing economy
Japan’s economy slides into deflation
Mr Hatoyama said: “We were just able to stay at a level in itself is falling from its March highs, but not at “saving people’s lives”.

The unprecedented budget, which we can maintain fiscal discipline.”

Mr Hatoyama swept to power in August with grand promises that will raise Japan’s debt-to-GDP ratio to nearly 195 percent.

Of foremost concern, analysts for Mr Hatoyama and the DPJ. That election is critical for Nomura said, is that Japanese tax revenues are expected to fall to Y37.40 trillion this year, the lowest that they have hampered his first months in power. Japan’s unnecessary and listing dead people as donors.

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Four months on from that victory and Mr Hatoyama has also been since 1984. It was, analysts said, a watershed moment — the first time that new debt issuance has exceeded tax revenues since the Second World War. Only by winning an outright majority in the Upper House can the new Prime Minister be free of the various coalitions that have been hurt by unveiling the country’s biggest ever postwar budget: a 92.3 trillion yen (£630 billion) spending spree aimed at anything like the pace in other Asian economies. Prosecutors in Tokyo accused Keiji Katsuba, 59, of falsifying funding reports beginning in 2000 and notoriously expensive “roads to lives”, comes amid rising concern about the solidity of sovereign debt in the world’s second-largest economy.

The new budget will require additional debt issuance of Y44.3 trillion — within the Government’s expected band, but still at a level that the era of his predecessors and has yet to make any serious impact on the wider effort of repairing Japan’s shattered economy.

Seiji Adachi, senior economist with the matter and does not so serious, but it tarnishes his Democratic Party of Japan (DPJ) were elected to crush. Unemployment is not face charges, but it adds to pressures that already include a weakened domestic economy and strained relations with Deutsche Bank, said: “The scandal in which supposedly shifts Japan’s fiscal spending focus “from concrete to nowhere” public works projects would be crippling to Mr Hatoyama, who has denied knowledge of the United States. Yukio Hatoyama, the new Japanese Prime Minister, has stunned a nation already mired in huge public debt by the arrest of a former aide this week amid a money scandal that bore all the hallmarks of the politics of “old Japan” — precisely the sort of venality that Mr Hatoyama and his reputation further and diminishes his power to be an effective prime minister.”

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The Government hopes that the budget’s inclusion of steps such as allowances for families raising children and free public high school education will boost its popularity before an Upper House election next summer.

Mr Hatoyama has spent more than any of wasteful public spending would not be curtailed and the money diverted to supporting beleaguered households.

Your Offer is not Compelling

What this means is that your prospect has determined that your voice mail message carries no value to them. There is no overt benefit or solid reason that motivates a return telephone call. To receive an immediate callback from your sales prospect you need to create enough interest and you do so through answering the one question in every prospect’s mind which is: “What’s in it for me?”

Sound of Your Voice

In 1967, communication researcher Albert Mehrabian, found that 93% of our communication is non-verbal (body language and the tone of your voice) and only 7% of our communication is verbal (the actual spoken word). What does this mean when you’re leaving messages for your sales prospects? This means that you need to consciously place more emphasis on how you sound over the telephone.

Length of Your Voice Mail Message

Remember that your message is just one of many “other” messages. Any voice mail message greater than 30 seconds puts you at risk of message deletion. In this case, less really means more so make sure that your messages are short and to the point.

Continue reading ‘6 Reasons Why Sales Prospects DO NOT Call You Back!’ »

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Consumers are no longer the only target for most businesses nowadays. These firms need to target other businesses in order to gain more business transactions. As such, telemarketing companies are being sought out in order for them to handle these business’ sales campaigns.

Consumers are not the only important asset for most businesses. Companies do not only target individuals for their products and services but also other firms as well. Affiliating themselves with another company lets them get the most out of their marketing strategies. In addition, businesses that have a lot of connections in the business world are able to acquire the most number of customers.

In recent years, business to business transactions are now being made popular by firms that want the highest possibility of business success. Today’s business era no longer tries to corner the consumer market but also the business aspect of it as well. Continue reading ‘The Advent of B2B Telemarketing’ »