| |
| |
|
Sales & Teleselling Information |
|
|
|
No More Cold-Calling? Well, Almost...
We do not advocate cold calling in High Probability Selling.However, cold calling is necessary at times. You do need prospective clients and customers: If you don't havea customer list from which to solicit referrals, and you also lack an advertising/marketing budget, cold-calling to a highly targeted list is the fastest route to finding High Probability Prospects. A High Probability Prospect is one who wants, needs, can afford,and is ready to buy your product or service- now. Those who onlywant, need, and can afford- but are not ready to buy now- areprospects that you'll continue to contact in the future. How does Cold Calling fit into High Probability Prospecting? When you start to call your list, initial contacts will be cold calls: Only first-time calls are cold calls in High Probability Prospecting. A truly effective prospecting campaign requires that you call the same list every 3 to 4 weeks, so after a short period of time, most of your calls will be warm calls. A higher percentage of the people on your list will say "Yes" to your prospecting offer with each successive call. 5 Simple rules for maximum effectiveness and maximum efficiency: With practice, you should be able to make at least 50 dials per hour. You'll find an increasing number of High Probability Prospects with each pass through your list. You'll be on your way to making appointments with people who are ready to buy what you're selling- right now. High Probability Prospecting won't eliminate cold-calling entirely. You will, however, be making relatively fewer Cold Calls. You'll also eliminate most of the Rejection associate with cold-calling. High Probability® Selling©All Rights Reserved Jacques Werth is co-author of "High Probability Selling" and President of High Probability Selling, a Sales Training and Consulting firm. More articles, as well as the first four chapters of the book are available at http://www.highprobsell.com.
MORE RESOURCES: |
|
|
|
RELATED ARTICLES
Get Instant Rapport On Sales Cold Calls Immediately establish rapport on cold-calls by matching your prospect's voice qualities - tone, pace, and emotion. Matching the emotion, or mood, of your prospect is key. How To Be A Cold Calling Superstar! Our emotions and feelings are changing all of the time based on our interpretation of events. Does this mean that even a sales superstar feels bad if they lose a big deal? Of course they do. Sales Call Success - Turbo Charge Your Sales Calls Do you want to be a sales champion? There are a few small secrets that will help you achieve these goals.Commit to your goals. How to Make Sales with Noisy Kids in the House Kids play hard, and sometimes that means they play really loud in the midst of exploring their worlds and role playing with siblings and friends.I know with my kids, if I'm not hearing some degree of noise; [i. This is a Sales Call: How to Begin Prospecting Calls with Integrity "Hello. I'm looking for Sharon Morgen?""Sharon DREW Morgen. 7 Ways to Jump Start Your Cold Calls Cold calling has to be one of the most feared aspects of every sales person's and business owner's day. With some important key tips, you can make cold calling painless and enjoyable and as easy as calling a friend. 3 Simple Rules For Your Next Sales Call The other day I received a call from a telemarketer selling a website "starter kit" for small businesses. If you are reading this right now, then you undoubtedly know that I have a website. What Level Of Telephone Sales And Customer Service Do You Provide? Using the telephone as an effective sales and customer service tool begins before you ever pick up the receiver to answer the telephone or make an appointment or sales call. When you reach for a ringing telephone, you need to put a smile on our faces and then greet people with the same enthusiasm you'd show them in-person. Telsales Just Got Easier! Your sales structure for outbound calls can be summarised using the well know acronym AIDA (Attention, Interest, Desire, Action) we will explore at a high level what should be happening during a telemarketing call.Open The Call Then Set Your AgendaThe opening minutes of any sales call are vital. Closing That Big Sale With Conference Calling So you're in business. Whether it is micro, small, medium, or enterprise; you know the one key element you need to succeed in your business ? sales. Overcoming Objections Over the Telephone In sales, one of the things you will be doing a lot of, is making phone calls. You can't escape it. 4 1/2 Steps for Doubling Your B2B Appointments 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. Proven Two Minutes Magic Exercise to Conquer the Fear of Phone I got a confession to make! The little communication device usedto scare me to death!I would pick ip up and dial a prospect and when the phone ringsmy heart would start pounding wishing that the recipient does, to pick the phone up. When the phone is picked, guess what?My home business was rationalised and crippled by the fear ofphone. 7 Cold Calling Secrets Even The Sales Gurus Dont Know More and more e-mails are arriving in my in-box from people who hate cold calling. Here's what they're saying:? "Cold calling terrifies me. Choosing a Phone Dialer that Works If you own or operate an outbound call center, you've probably heard quite a bit about various phone dialer systems. In fact, it's likely you're using one of the many systems currently on the market. 10 Tips for Telephone Success 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. Telephone Sales Basics for Start-ups Everyone picks up the telephone to do business. Yet the word "telemarketing" has many negative connotations for people. Cold Calling for Introverts 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 introverted which leaves us the daunting task of dealing with the 75% extroverts of the world. Control Your Sales Calls From The Start Sales calls that you control are what all salespeople want. I am a big believer that questioning is the most important skill for sales professionals. Conference Calling Evolved Originally the conference call was limited to businesses paying exorbitant fees to the telcos. For business, it still made sense economically because the costs were less than the travel costs involved in bringing the people together.
|
| home | site map |
| © 2006 |