Telesales

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

man in office with black phone

“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 acquaintance.  Two, they know that this is NOT a social call. Three, they know that you probably should not be…

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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 the interaction. If you did well, you can learn how you can apply those ideas in future calls. If you…

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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 today’s modern gatekeeper (GK) is an educated, highly trained, sophisticated and sales savvy professional, who often has power and authority….

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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 an incoming cold call is STILL a cold call, requiring, tact, care and precision. #1: A Clear and Simple Greeting…

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To Get Past More Gatekeepers, Just Get In The Gate

The Gatekeeper; that secretary, receptionist or otherwise, frontline person whose job, it seems, is to make your life as a professional sales person, miserable. Yes, a good gatekeeper (GK) can indeed cause havoc and prevent you from getting to the decision maker (DM). Of course, there are ways to get past these “guardians of the gold,” and you can find…

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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. Everything is going exactly as written in your sales process. However, when you call back to set the appointment, the…

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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 you do not get the call started correctly, it is over. However, what most people do not think much about…

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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 will. There are a few of us that have no fear of the cold-call and know how to get through…

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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 like you are talking to a totally different person. Suddenly, the prospect became defensive and short. The rapport you established…

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3 Powerful Tips For Setting Appointments On the Telephone

While setting appointments on 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 the astute sales person. However, in most sales processes, cold or warm, you still have to make a call. Here…

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