05 February 2010
The following is a Guest post by Mike Brooks, AKA Mr. Inside Sales. Let’s face it — today’s business world is competitive. Besides the normal objections you get (no money, price too high, need to talk to, etc.) a common objection that blows out 80% of your competition is, “I can get a better deal elsewhere.” [...]
Posted in Closing Techniques, Customer Service, Rapport and Trust, Telesales Scripts0 Comments
04 February 2010
This is a Guest Post by Mark Hunter. It may sound odd to mention “phone sales tips” and “body language” in the same sentence. Do the two go together? Yes! In fact, you can even say when you add the two together, you get a third phenomenon: Increased sales motivation. Your body language comes through loud [...]
Posted in Customer Service, Listening Skills, Opening Statements, Rapport and Trust, Vocal Skills2 Comments
03 February 2010
This is a Guest post by Jill Konrath of Selling To Big Companies. “Hi, Jill, I was hoping we may be able to help each other” was the subject of this email. This polite, non- ostentatious and alluring message sparked my interest … Hi, Jill. I’m one of your first level contacts on LinkedIn and I hope it’s [...]
Posted in Voicemail and Email1 Comment
02 February 2010
This is a Guest Post from Peter O’Donoghue of Sales DNA. If you didn’t read my last blog post then it might be a good idea to head over here and find out why the following voicemail will get you 50% call backs from your targeted prospects. As a reminder, the voicemail is: “Hi John, It’s Joe Bloggs [...]
Posted in Voicemail and Email0 Comments
01 February 2010
This is a Guest post by Alen Majer, CEO of The Science and Art of Selling. If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of [...]
Posted in Customer Service, Rapport and Trust0 Comments
29 January 2010
This is a Guest post by Art Sobczak. “I leave voice mail messages all day long for prospects,” the salesperson bemoaned. “Why don’t people call me back?” I didn’t need to listen to his calls to give an answer. The same reasons apply to all telesales people leaving voice mails. Pick any three (or more) of [...]
Posted in For Managers, Prospecting, Self Management, Voicemail and Email0 Comments
28 January 2010
This is a Guest Post by Mark Hunter. Many times when I’m working with inside salespeople, I hear the common complaint how they don’t feel they’re at their best until later in the day. The first few people to whom they talk on the telephone wind up being disastrous calls. What makes this painful is these [...]
Posted in Rapport and Trust, Vocal Skills, Voicemail and Email0 Comments
27 January 2010
This is a Guest post by Jill Konrath of Selling To Big Companies. Currently, the economy is worrying a lot of people. Many sellers are extremely pressured to bring in more business. Recently, someone contacted me, concerned with being pressured to do “whatever it takes” to get the deal. As far as I’m concerned, that’s a method [...]
Posted in Customer Service, Rapport and Trust2 Comments
26 January 2010
This is a Guest Post from Peter O’Donoghue of Sales DNA. One of the long standing debates in telesales is the question: “Should I leave a voicemail?” It is a question I hear over and over again in my sales training. My answer is a definite yes as long as you implement the magic voicemail that I am [...]
Posted in Voicemail and Email1 Comment
21 January 2010
This is a Guest Post by Mark Hunter. Do you really believe in what you are selling? This seems like a no-brainer, but you would be surprised how many salespeople I meet who do not really believe. They do not believe in their product or service, and they certainly don’t believe what they have to offer [...]
Posted in For Managers, Prospecting, Self Management0 Comments