Sales letter articles
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- 2007-11-13 22:16:19 - 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 have a 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...
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- 2007-11-13 22:16:19 - 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. They wouldn't be human if they didn't. It's natural for your feelings to fluctuate as you go about your business.Take a moment and imagine a bad day selling on the phone. It's been awful. You've been co...
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- 2007-11-13 22:16:19 - 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. An...
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- 2007-11-13 22:16:19 - Telemarketing tips for direct sales success
- 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 direct sales tactic, works. Here are some tips and ideas to get your sales flowing and custom...
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- 2007-11-13 22:16:19 - Telesales
- HEADSETS & TELEPHONESThe equipment your personnel use is important. Don't let others tell you any different. Like the Sales Representative who looks forward to his or her new car every two years, so the telesales person deserves to enjoy good equipment. Good, practical equipment does make a difference. The Sales representative drives the car every day; it's a tool of the profession. The sta...
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- 2007-11-13 22:16:19 - Stop selling and make more sales
- 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 three days coaching them on the job.The biggest challenge I had was trying to stop them selling. Or at least thei...
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- 2007-11-13 22:16:19 - Predictive dialers - human interaction maximized
- Predictive dialers are many steps removed from their predessors, the automatic dialers of the past. Whereas automatic dialing allowed callcenter agencies to dial numbers quickly and efficiently, predictive dialing also processes and makes use of a whole range of information, linking callers to live voices every single time. In fact, with predictive dialing, agents' 'talk time' has increased from a...
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- 2007-11-13 22:16:19 - The cold calling conspiracy
- 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 are guilty of teaching it, believing it, and using it. "Increase your activity and incre...
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- 2007-11-13 22:16:19 - K.a.r.m.a. of phone prospecting
- Do you ever wake up on the wrong side of the bed? Does the rest of the day just follow suit? Have you ever thought that your attitude towards the day might just be coming back to you through misfortunes and bad things through out the day?Well it happens and it is called KARMA.KARMA is defined as if you put a negative out there it will come back to you in the form of another negative....
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- 2007-11-13 22:16:19 - 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.e. play], from them, it probably means one of them is not feeling well, or they are coming down with a cold.My world is blessed with two very artistic and rambounous boys; 5 ye...
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- 2007-11-13 22:16:19 - How to get your phone call returned
- 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 a message just to leave them a message. Your goal should be to get them to call you back.In the tw...
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- 2007-11-13 22:16:19 - 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. 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 sit down and do it, and once you get on a roll, it's never as bad as it seemed.The part of making cold calling sales calls th...
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- 2007-11-13 22:16:19 - Feel the fear
- 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 be nervous if I wasn't nervous!" However, it's how you handle the nerves that will determine your success as a spea...
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- 2007-11-13 22:16:19 - How to know youre on a winner
- The catchword today for business is flexibility.With changes in suppliers, customers, and the processes connecting them altering almost daily (or so it seems) the future clearly belongs to the organisations which can adjust to change quickly and effectively.The good news for Call Centres is that, unlike more traditional sales organisations, the modern Call Centre has the equipment in...
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- 2007-11-13 22:16:19 - 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. Additionally, significant time savings are involved, both in terms of travel time and in being able to communicate fairly rapidly to an extended group.Telcos t...
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- 2007-11-13 22:16:19 - The dos and donts of cold calling
- 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. Ask yourself, what would happen if your number one cl...
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- 2007-11-13 22:16:19 - Cold calling does not generate sales leads
- It is a fact of life for most new sales people; they get the dream sales job with unlimited earning potential and expect to earn so much money that they can now enjoy the fruits of their coming wealth. Everything seems perfect until they realize that before closing a sale and earning the big commission, they must first prospect for new customers (read, cold calls). Cold calling is hard to do. Peop...
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- 2007-11-13 22:16:19 - 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. While your current phone dialer may be adequate for your business needs today, you'll probably grow out of it shortly. Even if you're not anticipating high levels of growth in the near future, just st...
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- 2007-11-13 22:16:19 - Telephone sales basics for start-ups
- Everyone picks up the telephone to do business. Yet the word "telemarketing" has many negative connotations for people. However, telemarketing is merely a term for conducting business over the telephone. Whenever you pick up the phone at work to make or receive a call you are "a telemarketer". Over the years telemarketing has evolved into the following applications:1. Bu...
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- 2007-11-13 22:16:19 - 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.1. You are the "Manager of First Impressions" for your business. Whenever you pick up the telephone, put a smile on your face first. It w...
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- 2007-11-13 22:16:19 - 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. You must remember that rapport is built immediately so how you sound is important. Everyo...
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- 2007-11-13 22:16:19 - This is a sales call: how to begin prospecting calls with integrity
- "Hello. I'm looking for Sharon Morgen?" "Sharon DREW Morgen." "What? Sharon Morgen?" "No. Sharon DREW" "Um. Hello. Are you Mrs. Drew?" "Ms. Morgen. That's me. Is this a sales call?" "Um. Hello. No. I'm with XYZ bank and I'm giving you a service call." "Regarding what? I don't do business with you...
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- 2007-11-13 22:16:19 - Proven two minutes magic exercise to conquer the fear of phone
- I got a confession to make! The little communication device used to scare me to death!I would pick ip up and dial a prospect and when the phone rings my 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 of phone. The telephone is a very essential tool to exp...
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- 2007-11-13 22:16:19 - Telemarketers may have ruined everything
- I had to really look at things a little different when I started calling people. Now I am not a telemarketer. I call people only when they request it.The problem is, they usually don't remember filling out the form or they don't remember why I am calling. Most of the time, I get polite people but on occasions, it's pure hell.It's like these people should think that their phone is off...
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- 2007-11-13 22:16:19 - Phone tips to get things done: professional phone skills
- It happens all the time, you hear someone over the telephone and you make a generalization about the person you are speaking with. It may not be fair and it is akin to judging a book by its cover, but it's true nevertheless.Within 60 seconds, people will make assumptions about one's education, background, ability and personality based on their voice alone.What type of impression is y...
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- 2007-11-13 22:16:19 - 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. People can hear a smile, can't they? You also need to have music in your vo...
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- 2007-11-13 22:16:19 - 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."? "The phone feels like a 10,000-pound weight."? "Every time I have to make a cold call, I freeze up."? "I feel like a fraud when I'm cold calling."? "I can't take the rejection wh...
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- 2007-11-13 22:16:19 - 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. Write down your sales goals for this week, this month, this quarter and this year. I urge you to use specific numbers that challenge you, but are attainable. Post these goals in your office, commit yourself to meeting or exceeding those numbers. Commitment is the fo...
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- 2007-11-13 22:16:19 - Sales therapy 101: breaking your fear of cold calling
- Almost every day, visitors to my Unlock The Game? website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question."And do you know what their most common question is?Yes, you guessed it: "Is there any way I can break through or overcome my fear of cold calling?"Most of us have at least some resistance to cold calling, and some people I...
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- 2007-11-13 22:16:19 - 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.Now, you have studied and learned many practices on succeeding in your arena, but there may be something still overlooked. You most undoubtedly have strained to learn every technique possible to gain the competitive advantage for ultimate return...
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