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Articles |
| Sail Past Call Sentries By Volunteering Information
There is a right way and a wrong way to try to get a prospect on the phone that is guarded by a secretary or another sentry.The...
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date added: Wednesday, February 15, 2006 |
| The Key To Profitable Telemarketing
Telemarketing is one of the misunderstood and misused forms of marketing, which is in part, why we have a national “do not call list.” If...
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date added: Wednesday, February 15, 2006 |
| Handling andquot;Im Not Interestedandquot;
Have you ever called someone to schedule an appointment and their immediate response was "Im not interested"? Its often a knee-jerk reactiont
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date added: Wednesday, February 15, 2006 |
| Anybody Can Write A Script!
I was having a conversation with a couple of prospects the other day.The afternoon sunlight cascaded through their ground floor...
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date added: Wednesday, February 15, 2006 |
| The Power of the Fax
In July 2005, another curious law went into effect. This one, called the Junk Fax Prevention Act of 2005 (JFPA) has several surprises for...
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date added: Wednesday, February 15, 2006 |
| Voice Mail Beats Live Message Taking, Hands Down!
Today, I was on the phone, pitching a new book to hard-to-reach editors.An assistant came to the line at one place, and very pleasantlya
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date added: Wednesday, February 15, 2006 |
| Salespeople: Those Inactive Accounts—Arent!
There are lots of ways to open sales calls, and I detail many of them in my books, such as Reach Out & Sell Someone®.But I’ve...
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date added: Wednesday, February 15, 2006 |
| The Power of Agreeability: Part One
My parents were fond of the expression: “You can catch a lot more flies with honey than with vinegar!”Exactly, and the same logic...
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date added: Wednesday, February 15, 2006 |
| Why Telesales/ Telemarketing Deployments Fail
Lets talk about the fact that a lot of companies actually fail when it comes to telesales and telemarketing deployments because they fail...
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date added: Wednesday, February 15, 2006 |
| Overcoming The Fear Of Cold Calling
Do you like cold calling? Most salespeople dont. In fact, many people avoid a sales career because the idea of cold calling is so distasteful
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date added: Wednesday, February 15, 2006 |
| Cold Calling 101: How To Get More Sales Reps To Cold Call You
Busy business executives like yourself don’t have time to pick up the phone book or yellow pages to find products and services that you...
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date added: Wednesday, February 15, 2006 |
| Successful Call Centers Dont Need High Technology
I walked into a call center the other day, a small one, and something amazing hit me.There is absolutely no high technology present...
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date added: Wednesday, February 15, 2006 |
| Why Dont Telemarketers Earn More?
I used to literally sit at my father’s feet while he made business to business calls, to introduce himself, and to set...
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date added: Wednesday, February 15, 2006 |
| Cold Calling Turn the Nightmare of Cold Calling into a Sales Success
Do you know that some of the greatest salesmen do it on the phone?Yet, I keep hearing how cold calling is a nightmare, how they hate...
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date added: Wednesday, February 15, 2006 |
| Take A Telemarketing Test Drive!
According to recruiting specialists, most job seekers are so dedicated to the hunt that they don’t really stop to consider whether they...
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date added: Wednesday, February 15, 2006 |
| Taming Telemarketing Turnover
A large metropolitan newspaper has a 300 seat call center.Every 90 days, on average, it turns over every one of those seats. Its annualt
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date added: Wednesday, February 15, 2006 |
| The Loneliness of The Long Distance Dialer
When I was recruiting a call center staff for a Fortune 500 company, one of my associates fielded an inquiry from an applicant, and then...
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date added: Wednesday, February 15, 2006 |
| 5 Ways To Keep Your Call Center POSITIVE!
It’s not an easy job, managing a room with potentially hundreds of people in it. How do you help them to be productive?One of the...
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date added: Wednesday, February 15, 2006 |
| Ring In Your Sales With Bells!
When I was developing a call center for Xerox, I made a deal with my onsite coordinator:“Put combination locks on the doors, and...
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date added: Wednesday, February 15, 2006 |
| Bigger Voices Sell Better!
I was never really fond of my sales manager when he strode into the call center and bellowed: “It sounds dead in here. Raise your...
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date added: Wednesday, February 15, 2006 |
| The Art of Goosing Sales: Bring In An Eagle, Fast!
There are lots of little secrets that can help you to build sales in your telemarketing unit.But few things goose sales better or...
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date added: Wednesday, February 15, 2006 |
| Ok, Use YOUR Script, But Stick To That!
I believe in the expression, “Let a thousand flowers bloom.”Last Spring, it literally got me into trouble, because I planted a...
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date added: Wednesday, February 15, 2006 |
| How to Write a Cold Calling Script for Your Cleaning Business
Have you ever decided to just pick up the phone and "wing-it" when cold calling for your cleaning business? How did it go? My guess is not...
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date added: Wednesday, February 15, 2006 |
| Dear Prospect: Teach Me How To Sell You!
Peter F. Drucker, renowned management consultant and my professor, was fond of warning us against being “too clever.”This is very sounda
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date added: Wednesday, February 15, 2006 |
| Relationship Building 101: Just Call Them To Say Hello
There are a million reasons to call a prospect—all of them proper and official.For instance, you can call to tell them about a...
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date added: Wednesday, February 15, 2006 |
| How to Boost Teleseminar Registration
Have you jumped into the exciting world of teleseminars? Teleseminars provide an exceptional business opportunity for any entrepreneurial...
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date added: Wednesday, February 15, 2006 |
| You Can Sell Anything By Telephone!
Just this week, one of my coaching clients asked me this question:“Do you think we can sell our product by telephone?”It’s a...
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date added: Friday, February 17, 2006 |
| Stop Cold Calling and Double Your Sales in 30 Days
Everyone knows what “cold calling” is, but how about “warm calling”? That’s easy, warm calling involves contacting your former clients and...
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date added: Sunday, February 19, 2006 |
| But I Am On The Script!
At this point, I’ve written a number of articles about scripting sales calls, especially over the phone.Let’s recap my main...
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date added: Wednesday, February 22, 2006 |
| Handle Sales Objections The Smart Way With Diplomatic Transition Phrases
You’ve contacted someone and opened the sales call with these words:“Hello, this is Gary Goodman with...
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date added: Wednesday, February 22, 2006 |
| Should You Sell By Using Phone Tricks?
I picked up the office line and a live human, who sounded very much like a robot, said in a machine gun tempo:“Hello I’m with XYZ...
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date added: Monday, March 6, 2006 |
| Should You Always Call To Confirm That Appointment Or Meeting?
It seems like a no-brainer.You set up an appointment about a week ago to see someone in his office. It is set for this afternoon, at...
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date added: Monday, March 6, 2006 |
| Scripting Advice: Editing Is Always Easier Than Writing!
You need to write a telemarketing or customer service script, and you always find it especially challenging, so what is the best way to do...
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date added: Monday, March 6, 2006 |
| Telemarketing: Accessible Way Of Reaching Your Customers
It may be tiresome to deal with people from far-off places. But telemarketing resolves this altogether. Telemarketing simply refers to a...
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date added: Monday, March 6, 2006 |
| Beware Of Telemarketers Who Speak Too Softly!
You can save yourself a lot of time, money, and disappointment if you don’t hire people who speak softly, either when they call you about a...
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date added: Monday, March 6, 2006 |
| How To Make Or Break New Telemarketers In Four Hours!
If it’s up to me, I’ll interview, train, and get new telemarketers on the phones within four hours.That’s right, four hours. And...
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date added: Monday, March 6, 2006 |
| Telemarketing Great Way to Market
The use of telephone to sell a product or service is called as telemarketing. There are many companies, which provide this services to...
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date added: Monday, March 6, 2006 |
| Cold Calling: How to Warm Yourself Up Before You Start
Cold calling … even the name is enough to strike fear into the heart of many a small business owner! What image comes into your mind?...
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date added: Monday, March 6, 2006 |
| Salespeople How Many Hours Can You Hack It On The Phone?
In one of the “Dirty Harry” movies, Clint Eastwood quietly says, “A man must know his limitations.”Very true, and this definitely...
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date added: Monday, March 6, 2006 |
| Five Tips For Developing An Irresistible Telephone PRESENCE!
Most people simply don’t know how to put themselves across by telephone.Face to face, they’re fine. They dress well, make eye...
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date added: Monday, March 6, 2006 |
| Temper Your Fear Of Cold Calling With An Even Greater Fear Of Your Choice
The bad news is you shake and tremble at the idea of calling someone out of the blue and asking for their business.The good news is your
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date added: Monday, March 6, 2006 |
| With Less Telemarketing Aimed At Homes Are Prospects More Receptive At Work?
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date added: Monday, March 13, 2006 |
| Every Sales Script Should Have A Built In Confirmation
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date added: Monday, March 13, 2006 |
| Outsourcing Your Telemarketing Program May Not Be A Viable Solution
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date added: Monday, March 13, 2006 |
| Having Telemarketers Aboard Will Create CULTURE SHOCK!
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date added: Monday, March 13, 2006 |
| 5 Requirements For Being A STRONG Telemarketing Manager!
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date added: Monday, March 13, 2006 |
| 5 Crucial Things To Know Before Building Your Telemarketing Unit!
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date added: Monday, March 13, 2006 |
| The New Telemarketing Part VII: Objections Vanish With PDM
Seventh in a series of articles, we’ll discuss various issues and practices associated with modern ways of selling over the...
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date added: Thursday, March 16, 2006 |
| Get in the Right State for Cold Calling!
These tips will help to boost your telemarketing sessions and improve your cold calling results..Physiology or should it be...
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date added: Thursday, March 16, 2006 |
| Cold Calling Tips How to Generate Sales Leads
For many of us the thought of picking up the telephone means that we suddenly become distracted by a million and one mundane things that...
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date added: Thursday, March 16, 2006 |
| The New Telemarketing Part VI: Why Telemarketers Prefer TNT
Sixth in a series of articles, we’ll discuss various issues and practices associated with modern ways of selling over the...
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date added: Thursday, March 16, 2006 |
| The New Telemarketing Part V: Needs Based Selling Empowers Customers To Close Themselves
Fifth in a series of articles, we’ll discuss various issues and practices associated with modern ways of selling over the...
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date added: Thursday, March 16, 2006 |
| The New Telemarketing Part IV: Establishing Interest With Credibility Statements
Fourth in a series of articles, we’ll various issues and practices associated with modern ways of selling over the...
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date added: Thursday, March 16, 2006 |
| The New Telemarketing Part III: Say Goodbye To Spraying And Praying!
Third in a series of articles, we’ll discuss various issues and practices associated with modern ways of selling over the...
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date added: Thursday, March 16, 2006 |
| The New Telemarketing Part II: Why Do We Need It?
Second in a series of articles, we’ll discuss various issues and practices associated with modern ways of selling over the...
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date added: Thursday, March 16, 2006 |
| The New Telemarketing Part I: Why Was Anti Telemarketing Legislation Enacted?
First in a series of articles, we’ll explore various issues and practices associated with modern ways of selling over the...
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date added: Thursday, March 16, 2006 |
| Cold Calling The Movie Star Way!
LIGHTS, CAMERA, ACTION!In my office, I have a fabulous collection of framed autograph pictures of movie stars like Harrison Ford...
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date added: Saturday, April 1, 2006 |
| When Traditional Sales Calls Dont Work What to do Instead
In classic sales training which has been entrenched for over 60 years, we learn that there are five simple steps to selling. If you...
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date added: Thursday, June 15, 2006 |
| How To Use The Telephone Instead Of Waiting For Your Doorbell To Ring
Here are some "Telephone Tips" from Art Sobczak, a guy who knows more about the telephone than anyone else I know.Avoid saying, "Hi...
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date added: Thursday, June 15, 2006 |
| How Effective Are You on the Telephone? Important Telecommunications Tips
I have recently received several questions that relate to telecommunications. These questions are not only geared toward the...
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date added: Thursday, June 15, 2006 |
| Telecommunications Toolkit Ways to Become Memorable on the Telephone
Be prepared when you leave a message or speak to another over the telephone. Before making any call - even a personal one - know...
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date added: Thursday, June 15, 2006 |
| How to Overcome Telemarketing Cold Calling Barriers
Sometimes making cold calls gives us a strange feeling in our gut. We become stuck, flustered and the phone turns into the heaviest...
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date added: Thursday, June 15, 2006 |
| FTC Do Not Call Registry And Cold Calling The Facts
If you are a telemarketer and cold call consumers to solicit their business, there is information that you must know about the Federal...
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date added: Thursday, June 15, 2006 |
| Telemarketing Training Pro Urges Screening Applicants By Phone
I was invited to be a panelist at a recent contact center trade association meeting, and I prepared a list of 20 do’s and don’ts that I shared
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date added: Thursday, June 15, 2006 |
| Getting Return Phone Calls from Cold Calling
How can you get return phone calls from cold calling? Well it is not as difficult as you might think if you are very careful to leave a briefe
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date added: Thursday, June 15, 2006 |
| Cold Calling for Lead Generation
If your company sells to other companies then you will need to occasionally do some cold calling. What is so interesting about cold calling ist
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date added: Thursday, June 15, 2006 |
| Why Did Telemarketing Die?
Have you ever considered why a business advertising model like telemarketing died? Sure we know that the Senate and US Congress Passed a...
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date added: Thursday, June 15, 2006 |
| Real Estate Marketing in the andquot;Do Not Callandquot; Era
Real estate marketing often involves making phone calls to prospective clients. Theres no way around it. But to keep yourself out of...
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date added: Thursday, June 15, 2006 |
| Cold Calling And Voicemail Messages: The Proper Etiquette
There is a proper way and a wrong way to leave voicemail messages when cold calling. Im not an advocate of cold calling; the odds of...
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date added: Thursday, June 15, 2006 |
| Accentuating Your Business Telephone Answer
If you own a business whether it is small or large it is very important that you train your employees on how to answer the business...
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date added: Thursday, June 15, 2006 |
| Incoming Telephone Referrals and Customer Conversions
About the best incoming phone call a small-business person can get is one, which comes from referral from a happy customer. This means...
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date added: Thursday, June 15, 2006 |
| Customer Telephone Inquiries and Sales
Incoming telemarketing sales are very important to every business and each and every phone call that comes in is a potential customer. ...
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date added: Thursday, June 15, 2006 |
| Incoming Telemarketing Sales and Upgrades
Every incoming call to your business is a potential sale and you should consider each and every phone call, which does come into your...
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date added: Thursday, June 15, 2006 |
| Outbound Call Center Services
While inbound call center services attend to the enquiries of company customers, outbound call center services are aimed at enlisting...
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date added: Thursday, June 15, 2006 |
| Dumb Salesman Reveals Gate Keepers Secret
You wouldn’t think a dumb salesperson could get anywhere. Nothing could be further from the truth. Acting dumb on cold calls is one of the...
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date added: Thursday, June 15, 2006 |
| How To End Your Cold Calling Fears For Good
If youre in your own business and one of the major challenges you have getting clients is picking up the phone and making that important...
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date added: Thursday, June 15, 2006 |
| Scary How These andquot;Friendlyandquot; Words Sabotage Cold Calls
When we were kids, most of us had some adult teach us to greet people with a “Hello” or “Good Morning”, to say, “Please” and “Thank you”...
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date added: Thursday, June 15, 2006 |
| Cold Calling
If your business requires a lengthy face to face sales then perhaps your primary objective whether telephoning or turning up unannounced...
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date added: Thursday, June 15, 2006 |
| Telemarketing Speaker Says, andquot;Cold Calling Is Alive, ALIVE!andquot;
“Rumors about my death have been greatly exaggerated,” a famous man once quipped.The same can be said for the business of cold...
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date added: Thursday, June 15, 2006 |
| What Is The Secret Cold Calling Formula In Reaching Executives?
The answer is simple and it’s called PERSISTENCE! If your prospect does not call you back, guess what? You keep calling them! If they have...
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date added: Thursday, June 15, 2006 |
| Telemarketing Speaker Says: andquot;Use Your Instincts!andquot;
You’re probably a lot more effective over the phone than you think you are.And potentially, you’re great, even if your voice is a...
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date added: Thursday, June 15, 2006 |
| Reduce Cold Call Frustration By Reengineering Your Attitude!
We all know the benefits of cold calling and its ability to gain new clients and take additional market share. We also understand that with...
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date added: Thursday, June 15, 2006 |
| 7 Steps to Successful Telemarketing
Telemarketing is not as easy as it looks. Telemarketing involves talking on the phone to someone you do not know and trying to convince...
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date added: Thursday, June 15, 2006 |
| Learn Seven Practical Tips To Reduce Cold Call Resistance
You know it’s only human nature to resist new ideas, concepts or changes in our immediate environment. Why is this true for each of us? ...
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date added: Thursday, June 15, 2006 |
| Sales Success Tips: Secrets to Cold Calling
Is cold calling a part of your lead generation process? If so, then this article may contain the secret to doubling or even tripling your...
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date added: Thursday, June 15, 2006 |
| The Power of Good Timing
Steve was very upset when he called me a couple of months ago. "I did exactly what you taught me. I made 1424 dials and presented 171...
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date added: Thursday, June 15, 2006 |
| Creative Ideas To Get Prospects To Open Your Sales Package!
How many times have you sent information to your sales prospect only to hear them say, “I’ve been busy and haven’t had a chance to open...
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date added: Thursday, June 15, 2006 |
| Cold Calling: Spectacular Structure for a Script
There are so many wimpy cold calling scripts out there that if your try them all, they’ll make your head spin.You’ll find some...
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date added: Thursday, June 15, 2006 |
| Telemarketing When To Take The Call
There is a great misconception about telemarketing. Say that word and people conjure images of having their day interrupted by machine-like...
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date added: Thursday, June 15, 2006 |
| 20 Tips For Improving Your Contact Center!
Every call center or contact center manager wonders how to make his or her unit more productive.Here is my list of 20 points of...
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date added: Thursday, June 15, 2006 |
| Cold Calling Rapidly Disappearing
As more and more people enter the sales profession, less and less are utilizing cold calling as their prospecting technique of...
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date added: Thursday, June 15, 2006 |
| Understanding Telemarketing Advantage
What is telemarketing?
Telemarketing is the process of marketing goods, advertising services or customer service over the...
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date added: Friday, July 14, 2006 |
| Cold Calling Scripts Are A Waste Of Time
Lets say that you were a business owner or executive manager at a company and you get a phone call that went like this:Good morning...
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date added: Friday, July 14, 2006 |
| Turn Inquiries Into Solid Sales
The first few minutes of an incoming telephone call are critical if you want to turn an inquiry about your companys products or services intoa
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date added: Friday, July 14, 2006 |
| Telemarketing Sales Lists
Telemarketing sales lists play a vital role in making a business successful and profitable. But the lists must consist of handy leads. You...
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date added: Friday, July 14, 2006 |
| Telemarketing Lists
Telemarketing plays an important role in today’s marketing campaigns. The right strategy used in the campaign results in huge profits. For thea
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date added: Friday, July 14, 2006 |
| An Introduction To Telemarketing Lists
Telemarketing lists have a major role to play in making a business successful. If you are aiming at expanding your business and enhance...
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date added: Friday, July 14, 2006 |
| Telemarketing Services
Telemarketing has emerged as a popular and effective marketing tool. More and more companies are adopting this method owing to the quicker...
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date added: Friday, July 14, 2006 |
| Tips for Successful Negotiating by Phone
Most of us negotiate something every day. Whether its getting our kids to willingly clean their rooms, or hammering out an elephant-sized...
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date added: Friday, July 14, 2006 |
| Telemarketing
Marketing consumer products over the phone is called telemarketing. A recent study indicated that products and services sold via telemarketinga
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date added: Friday, July 14, 2006 |
| Setting Goals for Cold Calling Efforts and Winning The Market
Many companies do not know how to do cold calling correctly and many people do not like to do cold calling because they feel there are...
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date added: Friday, July 14, 2006 |
| Cold Calling Warm Ups and Practice
If you are finding yourself somewhat challenged by cold calling and you have convinced yourself that you just hate it, then you may need to doa
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date added: Friday, July 14, 2006 |
| Salespeople: Those Inactive Accounts Arent!
There are lots of ways to open sales calls, and I detail many of them in my books, such as Reach Out & Sell Someone®.But I’ve...
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date added: Friday, July 14, 2006 |
| Scripts Dont Sell But People Do!
If I had fifty bucks for every time someone has asked me to write a telemarketing script, I’d be wealthier than Bill Gates.Ok, maybe...
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date added: Friday, July 14, 2006 |
| How to Leverage Your Expertise with Teleclasses and Teleconferences
I first became acquainted with teleclasses back in 1997 when I stumbled across the coaching community. At the time, I lived in small town...
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date added: Friday, July 14, 2006 |
| Using Desktop Sharing Tools to Drive Sales Success
In the traditional sales model, presentations are made in person at the client’s place of business. Today, however, rising fuel costs have...
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date added: Friday, July 14, 2006 |
| Cold Calling Mean Prospects
"You dont have to keep calling me!""Stop calling me!""Its 10 oclock Monday morning, what nerve!""Im going to be...
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date added: Friday, July 14, 2006 |
| Telemarketing Fundraising Laws
The laws governing telemarketing calls have been toughened due to the outrage of people who have been constantly harassed by telemarketers...
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date added: Friday, July 14, 2006 |
| Telemarketing How To Handle The Job
This is probably a guide that most telemarketers wish they were given before they began their job. The truth is, telemarketing is hard work. P
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date added: Friday, July 14, 2006 |
| Telemarketing Pay Plans
As much as the public may dislike telemarketers, telemarketers dont have the easiest job in the world. Certainly it is the most...
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date added: Friday, July 14, 2006 |
| Telemarketing History Of Laws
Once upon a time, telemarketing was a relatively new thing. The idea of people calling you up at your home to try to sell you something...
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date added: Friday, July 14, 2006 |
| What Can I Do If I Dont Make My Sales Quota?
As you know it can be very discouraging if you miss your sales quota! You may begin to doubt yourself and your abilities as a salesperson....
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date added: Friday, July 14, 2006 |
| Telemarketing and Telesales: The Secret Weapon
Many companies laugh off the idea of using inside sales or telemarketing professionals in order to generate leads or close business over...
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date added: Friday, July 14, 2006 |
| Cold Calling Secrets To Success Revealed
The simplest, most cost-effective and most time-efficient way to win new customers is to pick up the phone and call the prospects. But the...
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date added: Friday, July 14, 2006 |
| Unlocking Your Treasure Trove Of Contacts Can Uncover A Gem Of A Customer
When we are setting up new telemarketing campaigns, one of the first questions clients ask is “will you provide the...
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date added: Friday, July 14, 2006 |
| Overcoming Voice Mail Challenges
If you are in the business of sales, than ultimately, cold calling is part of your weekly, if not daily routine.Lets face it, cold...
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date added: Friday, July 14, 2006 |
| Telephone Inquiries and Auto Detailing Sales
In the automotive detailing business people will call and be interested in service and often these people will be calling from a yellow...
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date added: Friday, July 14, 2006 |
| Tele Selling: Time To Call
Many people advise that when cold calling potential customers to be weary of their time and their schedules. For instance most marketing...
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date added: Friday, July 14, 2006 |
| Is Cold Calling Accepted in Your Industry?
The first thing a marketing campaign planning team should consider when going into Virgin Territory to expand their business; is cold...
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date added: Friday, July 14, 2006 |
| Hurricanes and Business Telephone Sales
During the 2005 Atlantic tropical hurricane season we saw many areas, which were struck by large category hurricanes and the power was out forw
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date added: Friday, July 14, 2006 |
| How to Prepare for Cold Calls When Resistance is Likely
Many sales reps look at ads, direct mailing pieces, catalogs, the Internet, anywhere theres advertising as sources of prospects. This is wise
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date added: Friday, July 21, 2006 |
| Cold Callings Dark Side
Have you ever wondered why sales managers are so insistent that you cold call?Have you ever wondered why many companies will not...
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date added: Friday, July 21, 2006 |
| The Most Cost Efficient Way To Reach Prospects
Telemarketing is still, dollar for dollar, one of the most cost-efficient means of advertising. Why dread it?I know, I know. Theres som
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date added: Friday, July 21, 2006 |
| Reasons Why Telemarketing is Still an Effective Sales Tool for Many Businesses Today
The use of telephone to carry out marketing campaigns is called telemarketing. Marketing has come a long way, from selling stuff door to...
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date added: Friday, August 11, 2006 |
| Dont Insult Me With Trial Closing Questions And Sales Closes
Today I received a cold call from a telemarketer to sell me a newspaper subscription. I found his sales script quite amusing. Heres how it...
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date added: Friday, August 11, 2006 |
| Screener and Voice Mail Tips to Help You Get to More Buyers
Here are some ideas to help with screeners and voice mail.Dont Get Lost in the Phone System Bermuda Triangle.
When initially...
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date added: Friday, August 11, 2006 |
| Are You Believable? Most Salespeople Arent
Ask just about anyone, and the “believability score” for salespeople as a group-unfortunately-would rank right down there with most types...
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date added: Friday, August 11, 2006 |
| A Bad Call, Start to Finish
The sales rep began her call to me with, “Im ____ with _____. Im wondering if you received the fax I sent to you yesterday?”“I dunno.I
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date added: Friday, August 11, 2006 |
| My Lucky Sales Calling Formula
When my sales management assistant requested an update on a particular account, I didn’t want to make the call. However, I knew if I...
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date added: Friday, August 11, 2006 |
| 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...
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date added: Friday, August 11, 2006 |
| Use Outbound Telemarketing to Generate Leads: Business Cold Calling Does Work
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date added: Friday, September 1, 2006 |
| The Power Of Voicemail To Magnetize Your Prospects Curiosity!
Can you imagine getting 20 voicemails at work? How about 15 voicemails? Do you think that you would have the time to listen to each and...
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date added: Friday, September 1, 2006 |
| Inside Sales Tips Overcoming Initial Objections
Something to keep in mind each time you make a cold call is that the people you are calling dont want to hear from you! I hate to burst yourb
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date added: Friday, September 1, 2006 |
| Inside Sales Tips Increase Your Sales Instantly Using These 3 Techniques
Improve Your Sales.....Instantly!Here are three techniques your inside sales reps can begin using right away to instantly improve theirs
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date added: Friday, September 1, 2006 |
| Inside Sales Tips Double Your Sales in 90 Days!
Sounds too good to be true, doesn’t it? Stan Billue, a top telemarketing sales trainer in the late 80’s, claimed that he had a sure fire...
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date added: Friday, September 1, 2006 |
| Inside Sales Tips Voicemail The 5 Golden Rules
I remember a time -- and it doesnt seem like that long ago -- when voicemail was all the rage. There was no e-mail, so people tended to honora
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date added: Friday, September 1, 2006 |
| Inside Sales Tips Qualifying and Questioning the Red Flags
One of the biggest mistakes 80% of salespeople make when qualifying is to overlook or not react to obvious Red Fags prospects give during...
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date added: Friday, September 1, 2006 |
| Inside Sales Tips Taking Your Prospect All the Way
Most closers have been taught to ask for the deal, and some actually do. After finishing a presentation, they will say something...
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date added: Friday, September 1, 2006 |
| Inside Sales Tips Listening Skills How to Listen Like a Detective
I read an article by Art Sobczak, (another sales trainer) and he wrote about an interview he heard with a police detective. The detective...
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date added: Friday, September 1, 2006 |
| Inside Sales Tips A Great Qualifying Call
A few weeks ago my neighbor put in a new driveway, using beautiful paving stones that dramatically improve the look of his...
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date added: Friday, September 1, 2006 |
| Inside Sales Tips Throw Your Sales Funnel Away!
Youre all familiar with the idea of the sales funnel, right? You go out and cold call, prospect and generate as many leads as you can. You...
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date added: Friday, September 1, 2006 |
| Inside Sales Tips The Truth About Scripts
Whenever the subject of inside sales scripts come up, people usually have definite opinions -- they either love them or hate them.Thosew
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date added: Friday, September 1, 2006 |
| Dont Settle for Vague Answers
I arrived at the golf course to check in, and much to my surprise, the pro shop attendant said, “We dont have a reservation for you or...
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date added: Friday, September 1, 2006 |
| Predictive Dialer System
Predictive dialer systems are generally used by telemarketing organizations involved in B2C (business to consumer) calling, because sales...
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date added: Friday, September 1, 2006 |
| Outsourced B2B Cold Calling And Telemarketing Is It Worth It?
There is a recent trend towards outsourcing your B2B cold calling and telemarketing to companies that specialize in cold calling prospects ands
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date added: Friday, September 1, 2006 |
| Telemarketing Do Not Call Lists
Do-not-call lists are playing spoilsport to any and all of the various telemarketing initiatives out there. These lists are compiled in a...
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date added: Friday, September 1, 2006 |
| Predictive Dialer
A predictive dialer is a computerized system that automatically dials batches of telephone numbers that connect to agents assigned to sales oro
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date added: Friday, September 1, 2006 |
| Telemarketing Vendors Cant Compete With Internal Operations
Lots of companies look to outsource their lead generation to telemarketing vendors that provide turnkey services for calling into prospect...
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date added: Friday, September 1, 2006 |
| Your Answering Machine is a Method of Telephone Sales
The tele-selling industry sub-sector often called Telemarketing breaks down their category by incoming telemarketing and out-going...
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date added: Thursday, September 7, 2006 |
| I Hate Cold Calling, But, Will It Really Help My Small Business?
I hate cold-calling. In fact, there are a lot of horrible pains I would suffer before cold-calling someone. And I think that many small...
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date added: Tuesday, November 21, 2006 |
| I Make Cold Calls And Im a andquot;Thank You Note O Holicandquot;
It’s important that I get my feelings out and by doing so I’m hoping that I will inspire other cold callers to do the same. Are you ready...
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date added: Tuesday, November 21, 2006 |
| Redecorate Your Office And Increase Sales!
It’s just another day at the office, huh? The time is 8:30 in the morning, you walk into your office and the first thought that enters your...
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date added: Tuesday, November 21, 2006 |
| Why Cold Calling Detractors Dont Belong In Sales Work
I’ve had it up to here with self-appointed sales experts who pop-off with nothing but disrespect for cold-calling.They don’t know...
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date added: Tuesday, November 21, 2006 |
| Five Ways Cold Calling Beats Competing Methods
You’ve probably been a little confused by the ads and articles that say opposing things.Some tout cold calling as a great tool...
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date added: Tuesday, November 21, 2006 |
| Cold Calling Can Lead To Severe Depression If Your Prospecting Efforts Are Not Diversified!
In the financial markets the key to building a successful investment portfolio is through diversification. This means that a diversified...
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date added: Tuesday, November 21, 2006 |
| Positive Tip andamp; Sales Skill for November 2006
POSITIVE TIP:
Sometimes we have to Let Go so we can Move Forward. Too many people carry hatreds and grudges with them for months, years...
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date added: Tuesday, November 21, 2006 |
| Reduce Resistance and Inspire Curiosity By Becoming A andquot;Cold Calling Journalistandquot;
We’ve all heard the same brush-offs from our prospects at one time or another. And you know what? It really gets old after awhile and often itc
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date added: Tuesday, November 21, 2006 |
| Cold Calling is a HIGH Percentage Game!
If you go to Vegas, Atlantic City, or even Monte Carlo, it pays to find the high percentage games and to play them.Typically, Blackjacki
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date added: Tuesday, November 21, 2006 |
| Making Cold Calls Is The Telephone Prospecting Equivalent Of Sending Spam Emails
Consider the following four questions:
If an internet marketing consultant told you that sending spam emails is a good way to...
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date added: Tuesday, November 21, 2006 |
| Do You See Opportunity When Your Competition Goes Under
Companies go out of business all the time; it’s just part of everyday business life. There are probably as many reasons for companies that goo
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date added: Tuesday, November 21, 2006 |
| Can We Agree: It Is Better To Be Scripted Than To Be Unscripted?
There is a threshold idea that you simply need to embrace if you are going to consider yourself to be a professional on the phone, whether youp
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date added: Tuesday, November 21, 2006 |
| Have A Good Day Today and A Better One Tomorrow!
There used to be a recorded phone line we could call when I was selling for Time-Life Books that would give us a quick injection of motivation
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date added: Tuesday, November 21, 2006 |
| How To Make That First Call of The Day a Success
The first call of the day is always the toughest.For some reason, I get a little shy and introverted before speaking to the first...
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date added: Tuesday, November 21, 2006 |
| Using the Phone to Set Appointments
The caller sounded quite distressed as he explained,“Im an outside sales rep, and my teleprospector quit. Therefore I have to do my...
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date added: Tuesday, November 21, 2006 |
| Cold Calling Expert Says You Have The Right To Contact ANYBODY!
I’d like to share with you a story from the 1960’s that is told around inside sales departments and among co-workers as they gather for...
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date added: Tuesday, November 21, 2006 |
| Cold Calling Pro Suggests Asking: andquot;Hello, Bill?andquot;
I used to compare cold calling to ice fishing, but then I learned a little about ice fishing, and it isn’t that tough.But there is...
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date added: Tuesday, November 21, 2006 |
| Top Speaker Says: Control Your Destiny By Learning To Cold Call
I had no money when I started my consulting business.But I had a phone, and that’s all it took to transform myself from an Indiana...
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date added: Tuesday, November 21, 2006 |
| Beware of Cold Calling Quacks: Dont Study Surgery With Those Who Flee At The Sight of Blood
I love to read articles written by people who have never made a dime by cold calling.They seem to shout the loudest that cold...
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date added: Tuesday, November 21, 2006 |
| andquot;Sing Like Sinatraandquot; Top Consultant Advises Sales andamp; Customer Service Script Users
The legendary Frank Sinatra didn’t fully come into his own, some say, until he belted out what became his signature song: “My...
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date added: Tuesday, November 21, 2006 |
| From Insult To Sale!
Many years ago I had phoned a General Manager of a major hotel chain. In response to one of my questions he told me that he was blind and...
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date added: Tuesday, November 21, 2006 |
| Fundemental Success In Teleselling
Outbound and inbound teleselling has to be the most difficult form of sales there is. Everything that can make a sales person great in...
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date added: Tuesday, November 21, 2006 |
| Some Thoughts On Effective Telemarketing
Uncovering new opportunities and potential new business is an essential task of any sales team, however, it is probably one of the most...
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date added: Tuesday, November 21, 2006 |
| So You Think You Know Why People Buy From You?
Quick, answer a question: Why do people buy from you?Bzzzzz. Wrong, if you answered with,• “Uhhh . . .”• Any...
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date added: Tuesday, November 21, 2006 |
| Annuity Appointment Setting: Super Sales Techniques
When it comes to annuity appointment setting, the most effective technique by far is the Drop-By System. However, if youve totaled your...
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date added: Tuesday, November 21, 2006 |
| The Speaking Bubble Technique: A Creative Way To Get A Face To Face Sales Appointment
There is a section on my website that lists over 40 quotes related to cold calling. One of these quotes is the backbone of this article...
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date added: Tuesday, November 21, 2006 |
