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 experience over the past few weeks, ...
[Added: 05 Feb 2007 Hits: 1097 Words: 1135]
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
As with any objection, you
need to break it down gradually with a series of questions. What you don't want ...
[Added: 19 Aug 2006 Hits: 820 Words: 548]
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 ...
[Added: 12 Aug 2006 Hits: 437 Words: 656]
4.||How To Prepare for Cold Calls When Resistance is Likely|
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 what ...
[Added: 20 Jul 2006 Hits: 405 Words: 730]
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 ...
[Added: 01 Jul 2006 Hits: 384 Words: 636]
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 ...
[Added: 22 Jun 2006 Hits: 395 Words: 620]
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 most politicians.
We're a nation of ...
[Added: 02 Jun 2006 Hits: 422 Words: 488]