In her book, The Introvert Advantage, Marty Olsen Laney talks about the defining moment when she embraced the fact that she was an introvert. It came in the form of a statement, "Oh, there's nothing wrong with me, I'm just an introvert!"According to her research only 25% of people are... Read More
In sales, one of the things you will be doing a lot of, is making phone calls. You can't escape it. It just comes with the territory.Making phone calls is really not all that bad. The thought of having to do it, is actually much worse than having to physically... Read More
It sometimes surprises people when I tell them I get slightly nervous before a speaking or training event. They seem to think that because I've been doing it for years, nervousness would no longer be an issue.However "nerves" is a normal human emotion and as I often say - "I'd... Read More
Having your fingernails removed!Many salespeople would rather have their fingernails removed slowly than make a cold call. And it's no wonder; with the abundant number of resistance-inducing techniques out there, salespeople set themselves up for failure. However, New Business Development is a major key to a company's long term survival.... Read More
When selling your product face to face with a customer, they have no choice but to hear you out completely. Ask yourself this question, If they were listening to you describe your product on their personal voice mail, would they hear you out, or would they delete you?Never leave someone... Read More
Unfortunately, the DNC legislation has many small businesses that use telemarketers a bit concerned about their choice of direct sales tactic. However, there are still many ways to have your message get into the right people's hands without annoying them. And the fact of the matter is, telemarketing, as a... Read More
A few months ago I spent time training some telephone sales agents who were new to selling. They'd mainly been involved with handling incoming calls but now their company needed them to do some out bound sales calls. I spent two days running a sales workshop for them and another... Read More
Cold calling. Most people hate to do it and there is a cottage industry of people making a profit by selling ideas on how to generate business without cold calling. They're making money because they are using a basic marketing tactic that most of us have forgotten how to use... Read More
A consipiracy exists in the world of selling. A cold calling conspiracy.What I'm talking about is the requirement by most sales organizations to make cold calls on your time and at your expense. They say that cold calls equal appointments equal sales, but that's not true anymore. All sales managers... Read More
The telephone is an often under-appreciated and much maligned piece of office equipment. Have you stopped to consider how much business you conduct over the telephone? These 10 tips will help you improve your telephone presence and presentations.1. You are the "Manager of First Impressions" for your business. Whenever you... Read More
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Unfortunately, the DNC legislation has many small businesses that use... Read More
Our emotions and feelings are changing all of the time... Read More
A consipiracy exists in the world of selling. A cold... Read More
I had to really look at things a little different... Read More
It happens all the time, you hear someone over the... Read More
Cold calling has to be one of the most feared... Read More
I got a confession to make! The little communication device... Read More
HEADSETS & TELEPHONESThe equipment your personnel use is important. Don't... Read More
Originally the conference call was limited to businesses paying exorbitant... Read More
I got a phone call today from a gentleman in... Read More
Do you ever wake up on the wrong side of... Read More
When selling your product face to face with a customer,... Read More
In sales, one of the things you will be doing... Read More
"Hello. I'm looking for Sharon Morgen?" "Sharon DREW Morgen." "What?... Read More
Your sales structure for outbound calls can be summarised using... Read More
Sales calls that you control are what all salespeople want.... Read More
Everyone picks up the telephone to do business. Yet the... Read More
Kids play hard, and sometimes that means they play really... Read More
We do not advocate cold calling in High Probability Selling.... Read More
Cold calling. Most people hate to do it and there... Read More
Predictive dialers are many steps removed from their predessors, the... Read More
A few months ago I spent time training some telephone... Read More
It is a fact of life for most new sales... Read More
In her book, The Introvert Advantage, Marty Olsen Laney talks... Read More
Almost every day, visitors to my Unlock The Game? website... Read More
Immediately establish rapport on cold-calls by matching your prospect's voice... Read More
The other day I received a call from a telemarketer... Read More
The telephone is an often under-appreciated and much maligned piece... Read More
So you're in business. Whether it is micro, small, medium,... Read More
It sometimes surprises people when I tell them I get... Read More
Using the telephone as an effective sales and customer service... Read More
The catchword today for business is flexibility.With changes in suppliers,... Read More
More and more e-mails are arriving in my in-box from... Read More
I got a confession to make! The little communication device... Read More
Sales calls that you control are what all salespeople want.... Read More
It sometimes surprises people when I tell them I get... Read More
Your sales structure for outbound calls can be summarised using... Read More
I had to really look at things a little different... Read More
Unfortunately, the DNC legislation has many small businesses that use... Read More
It happens all the time, you hear someone over the... Read More
More and more e-mails are arriving in my in-box from... Read More
HEADSETS & TELEPHONESThe equipment your personnel use is important. Don't... Read More
A consipiracy exists in the world of selling. A cold... Read More
Cold calling. Most people hate to do it and there... Read More
Predictive dialers are many steps removed from their predessors, the... Read More
Almost every day, visitors to my Unlock The Game? website... Read More
In sales, one of the things you will be doing... Read More
When selling your product face to face with a customer,... Read More
Immediately establish rapport on cold-calls by matching your prospect's voice... Read More
Originally the conference call was limited to businesses paying exorbitant... Read More
Cold calling has to be one of the most feared... Read More
Do you want to be a sales champion? There are... Read More
It is a fact of life for most new sales... Read More
I got a phone call today from a gentleman in... Read More
We do not advocate cold calling in High Probability Selling.... Read More
Using the telephone as an effective sales and customer service... Read More
A few months ago I spent time training some telephone... Read More
The catchword today for business is flexibility.With changes in suppliers,... Read More
Telemarketing is one of the most common ways that a... Read More
So you're in business. Whether it is micro, small, medium,... Read More
Our emotions and feelings are changing all of the time... Read More
Having your fingernails removed!Many salespeople would rather have their fingernails... Read More
Kids play hard, and sometimes that means they play really... Read More
If you own or operate an outbound call center, you've... Read More
The telephone is an often under-appreciated and much maligned piece... Read More
The other day I received a call from a telemarketer... Read More
Sales Telemarketing |