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1. | Is This a Trend? Three Horrible Calls Reviewed
I'm asking for your tolerance in this column as I blow off steam about what appears to be a trend in telephone solicitation (it doesn't even deserve the name telemarketing or telesales), at least in my ...
[Added: 05 Feb 2007 Hits: 46 Words: 1135]
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2. | How to Address the "Timing Isn't right" Objection
Here's a step-by-step way
to address the objection, "The time just isn't right, right
now."
As with any objection, you
need to break it down gradually with a series of questions. What you don't want
to say at this point is, ...
[Added: 19 Aug 2006 Hits: 105 Words: 548]
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3. | You Are Tiger Woods
Tiger Woods made the single biggest impact on sports-any
sport-anyone has made for a long time. Not only does he have the physical talent
(which has been honed by years of practice), his "above the shoulders" game, at
just 24 years old, is at a level many people ...
[Added: 12 Aug 2006 Hits: 96 Words: 656]
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4. | How To Prepare for Cold Calls When Resistance is Likely
Many
sales reps look at ads, direct mailing pieces, catalogs, the Internet, anywhere
there's advertising as sources of prospects. This is wise. But I find so many of
these people ill-prepared for what they inevitably hear on calls. Here's an
example of ...
[Added: 20 Jul 2006 Hits: 95 Words: 730]
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5. | A Review Of Opening Statements
For attendees of my Telesales Rep Colleges, and customized training programs for clients, I have a standing offer of evaluating their opening statements afterward. Here are a few submitted by the pros at Dobbs Publishing, a group of niched magazines for auto enthusiasts.
Joe Galloway ...
[Added: 01 Jul 2006 Hits: 47 Words: 636]
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6. | Tips for Successful Negotiating by Phone
Most of us negotiate something every day. Whether it's getting our kids to willingly clean their rooms, or hammering out an elephant-sized contract with more details than a politician has "special-interest" donors, our ability to haggle effects our results. Here are some useful negotiating tips.
...
[Added: 22 Jun 2006 Hits: 112 Words: 620]
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7. | Are You Believable? Most Salespeople Aren't
Ask just about anyone, and the "believability score" for salespeople as a group-unfortunately-would rank right down there with most types of advertising, the contractor who says he'll get back to you with a bid, and ...
[Added: 02 Jun 2006 Hits: 130 Words: 488]
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