Comments on: Preparation – The Key to Successful Cold Calling & Telephone Selling! http://www.telesalesmagic.com/prospecting/the-key-to-successful-cold-calling-and-telephone-selling/ Telesales & Cold Calling Tips for Business Phone Sales & Telemarketing Training. Achieve Successful Telephone Selling & Boost YOUR Sales! Sat, 13 Mar 2010 11:08:00 -0700 http://wordpress.org/?v=2.8.6 hourly 1 By: Rodniel Baillo http://www.telesalesmagic.com/prospecting/the-key-to-successful-cold-calling-and-telephone-selling/comment-page-1/#comment-36 Rodniel Baillo Tue, 02 Jun 2009 15:04:19 +0000 http://www.telesalesmagic.com/?p=67#comment-36 I can't forget my experience in selling when I was 18 years of age, I used to sell water bed. Then I encountered a prospect who rejected me for 6 times already but back on my mind circling what our manager keeps on telling me that the challenge in selling is when the customer says no, that's why I didn't give up that easily. I just simply told her the benefits of the product I'm selling, then vouala she signed up and pay the water bed in cash. Look Shaun as far as I know, even if the person I'm talking to doesn't need the products that I'm selling as long as he/she listens to me there's a big possibility for him/her to buy the product, for as long as I'm persistent, I believe in the products that I'm selling and I could answer all the concerns that he/she has on his/her mind, I can guarantee you that he/she will definitely buy what I'm offering. That's the MAGIC in selling. :-) I can’t forget my experience in selling when I was 18 years of age, I used to sell water bed. Then I encountered a prospect who rejected me for 6 times already but back on my mind circling what our manager keeps on telling me that the challenge in selling is when the customer says no, that’s why I didn’t give up that easily. I just simply told her the benefits of the product I’m selling, then vouala she signed up and pay the water bed in cash.

Look Shaun as far as I know, even if the person I’m talking to doesn’t need the products that I’m selling as long as he/she listens to me there’s a big possibility for him/her to buy the product, for as long as I’m persistent, I believe in the products that I’m selling and I could answer all the concerns that he/she has on his/her mind, I can guarantee you that he/she will definitely buy what I’m offering. That’s the MAGIC in selling. :-)

]]> By: Shaun Gisbourne http://www.telesalesmagic.com/prospecting/the-key-to-successful-cold-calling-and-telephone-selling/comment-page-1/#comment-27 Shaun Gisbourne Thu, 28 May 2009 08:36:38 +0000 http://www.telesalesmagic.com/?p=67#comment-27 If you want to sell someone, sell them on their own reasons: Reasons to address situations that they are comfortable revealing and that you both agree are pressing for a solution - it's the pain / pleasure principle and the 80/20 rule at play again. 80%+ of sales occur to escape pain, the rest to gain pleasure. In times of recession especially people will still spend money to rid themselves of pain, less so for "nice, but not necessary" pleasures. If you want to sell someone, sell them on their own reasons: Reasons to address situations that they are comfortable revealing and that you both agree are pressing for a solution – it’s the pain / pleasure principle and the 80/20 rule at play again. 80%+ of sales occur to escape pain, the rest to gain pleasure.
In times of recession especially people will still spend money to rid themselves of pain, less so for “nice, but not necessary” pleasures.

]]> By: Shaun Gisbourne http://www.telesalesmagic.com/prospecting/the-key-to-successful-cold-calling-and-telephone-selling/comment-page-1/#comment-24 Shaun Gisbourne Wed, 27 May 2009 14:26:21 +0000 http://www.telesalesmagic.com/?p=67#comment-24 1. The devil is in the detail: The prospect's detail. There's such a thing as knowing too much and talking your way past the sale. The reason good results I experienced happened was that emphasis was placed on their concerns not mine. Know the problems you're uniquely able to remove first. Worry about the rest later. 3. Yes, to a point. I don't know everything about every other telemarketing type service out there, and I don't care to. Bottom line is that you demonstrate that there is a finite range of issues/problems/pains/situations that you do a great job addressing. If prospects have these, great you may be able to help if the conditions are agreeable to both parties. 4. Couldn't agree more. The juicy stuff has to come from them though, doesn't it? 5. Bun Fight! This can be avoided. If you're qualification process and questions hold any weight, there should be no tug of war over objections. Overcoming objections is a verbal contact sport that neither party wins, makes the seller look defensive. In a dispute over whose data is more reliable, whether it's factual or not, the seller loses, every time. 1. The devil is in the detail: The prospect’s detail. There’s such a thing as knowing too much and talking your way past the sale. The reason good results I experienced happened was that emphasis was placed on their concerns not mine. Know the problems you’re uniquely able to remove first. Worry about the rest later.

3. Yes, to a point. I don’t know everything about every other telemarketing type service out there, and I don’t care to. Bottom line is that you demonstrate that there is a finite range of issues/problems/pains/situations that you do a great job addressing. If prospects have these, great you may be able to help if the conditions are agreeable to both parties.

4. Couldn’t agree more. The juicy stuff has to come from them though, doesn’t it?

5. Bun Fight! This can be avoided. If you’re qualification process and questions hold any weight, there should be no tug of war over objections. Overcoming objections is a verbal contact sport that neither party wins, makes the seller look defensive. In a dispute over whose data is more reliable, whether it’s factual or not, the seller loses, every time.

]]> By: Chris Ducker http://www.telesalesmagic.com/prospecting/the-key-to-successful-cold-calling-and-telephone-selling/comment-page-1/#comment-23 Chris Ducker Wed, 27 May 2009 11:26:25 +0000 http://www.telesalesmagic.com/?p=67#comment-23 @Richard - Thanks for the comment, I also read something along those lines about ‘The Donald’. He once even waited over 10 years, preparing constantly, for a negotiation to take place on a building in New York. Now THAT’s preparation!!! @Karl - Role playing has long been use to help practice new scripts and pitches, so youre definitely not alone, my man! The great thing about role playing is that you can practice ‘live’ so to speak without burning through any leads. So, practice away. Just make sure its with someone patient! Keep the comments coming, people, it makes this all the more worthwhile, trust me. @Richard – Thanks for the comment, I also read something along those lines about ‘The Donald’. He once even waited over 10 years, preparing constantly, for a negotiation to take place on a building in New York. Now THAT’s preparation!!!

@Karl – Role playing has long been use to help practice new scripts and pitches, so youre definitely not alone, my man! The great thing about role playing is that you can practice ‘live’ so to speak without burning through any leads. So, practice away. Just make sure its with someone patient!

Keep the comments coming, people, it makes this all the more worthwhile, trust me.

]]> By: Karl Keating http://www.telesalesmagic.com/prospecting/the-key-to-successful-cold-calling-and-telephone-selling/comment-page-1/#comment-21 Karl Keating Wed, 27 May 2009 09:15:44 +0000 http://www.telesalesmagic.com/?p=67#comment-21 For me, one thing that works really well is to do some role-playing. Especially if its a new script or client base that I'm calling. I will run through the pitch several times myself, and then work with whoever can handle me pitching them over and over until I get use all the right answers to objections and questions properly. This has worked well for me. It is something I learned from my mentor in Indiana years ago. For me, one thing that works really well is to do some role-playing. Especially if its a new script or client base that I’m calling.

I will run through the pitch several times myself, and then work with whoever can handle me pitching them over and over until I get use all the right answers to objections and questions properly.

This has worked well for me. It is something I learned from my mentor in Indiana years ago.

]]> By: Richard Cartwright http://www.telesalesmagic.com/prospecting/the-key-to-successful-cold-calling-and-telephone-selling/comment-page-1/#comment-19 Richard Cartwright Wed, 27 May 2009 08:13:00 +0000 http://www.telesalesmagic.com/?p=67#comment-19 i think preparing for anything that you do is important. i remember reading somewhere once that donald trump spends days, sometimes weeks, preparing for the most simple of negotiations. i guess thats why he is so good at it. i think preparing for anything that you do is important. i remember reading somewhere once that donald trump spends days, sometimes weeks, preparing for the most simple of negotiations. i guess thats why he is so good at it.

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