Telesales

How Should You Pay Your Telesales Staff To Set Appointments?

More and more companies are electing to employ their own in-house telesales staff to set appointments for the field sales teams.  The question that arises though is how do you compensate this inside sales team? I can tell you that…

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How To Set Appointments Over The Phone?

While setting appointments over the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. Yes, there are now many alternative prospecting avenues available to…

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Here’s How You Lost The Business In The First 6 Seconds Of Your Call

“Hi! Mr. Jones, my name is…”   That’s it! That’s about all you have to say on the telephone today for some prospects to realise five things instantly!  Number one, they know that you are NOT a friend or an…

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Questions To Ask Yourself When You Review The Sales Call

Whether you are successful or not in a sales call, it is always advantageous to review what you did and didn’t do. The main reason for this is to check whether you and your prospect got the most out of…

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3 Critical Things You Need To Know About Today’s Gatekeeper

If you still view gatekeepers as annoying, low-level, annoying pawns whose mission in life is to do nothing but waste your time, cost you money and make your life miserable, then I have news for you. The fact is that…

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3 Powerful Tips For Turning Incoming Calls Into Incoming Profits

Often the value and significance of the incoming call is overlooked. Sales and customer service people often take such calls for granted, believing that the caller MUST have an interest since they called in. However, you have to remember that…

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One Thing To NEVER Do When Following Up On Literature

You finally reach the decision maker (DM) after a lot of work and getting past a few tough gatekeeper screens. With great skill, you established some rapport and interest and the prospect apparently is looking forward to receiving your literature….

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Proper Termination Tactics For The Cold Call

There are countless tips, tricks and gimmicks on how to begin a cold call. Of course, the majority of these ideas focus on how to get the call started or how to begin the call. Which makes sense, since if…

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3 Mistakes The Best Sales People Make On The Telephone

Ok, you are a pro. You have been cold calling for years, and despite the trend toward e-prospecting, and e-everything else, you have still perfected the art of being able to pick up the telephone and CREATE business, almost at…

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A Powerful Tip For Following Up On Literature

The cold call went so well, you wished it were recorded so you all of your peers could hear. The prospect sounded glad you called, and seems anxious to receive your information package. However, when you call back, it sounds…

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Are You Qualifying Hard Enough? 3 Powerful Tips On Qualifying The Decision Maker Over The Telephone

If you are still having problems with unqualified DMs (Decision Makers) when you show up, then perhaps you are not qualifying for the true DM on the telephone as strong as you think you are. It is very common for…

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3 Powerful Tips For Incoming Calls

In the wake of the cold calling revolution (or devolution, whichever way you want to look at it), we see a ton of advice and tips on making outgoing telephone prospecting calls.   Sales professionals the world over know that their cold…

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