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  Category: Articles » Articles by Author » Author: Art Sobczak
Results 1 - 7 of 7 [1 Pages]  
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 now." 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
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 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]