Archive for the Phone Sales Category
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Cold Calling & Appointment Setting Tip #10 - Post Call Routine
"I follow this “post call” routine to increase effectiveness…for each person I actually talked to each day during a cold call I would always f/u with a simple "thank you" card hand written in the mail. I simply write "thank you f
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Cold Calling & Appointment Setting Tip #9 - Top Five Cold-Calling Mistakes
"In 2008 we analyzed and documented more than 40,000 cold-call presentations made by sellers across various industries. Below are the Top Five Cold-Calling Mistakes as identified by our research. 1. Inability to manage objections Our researc
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Cold Calling & Appointment Setting Tip #8 - Recommended Reading
42 Rules of Cold Calling Executives: A Practical Guide for Telesales, Telemarketing, Direct Marketing and Lead Generation (Paperback) by Mari Anne Vanella (Author) A must read for all B2B Sales Professionals!
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Cold Calling & Appointment Setting Tip #7 - The Be’s
Be positive Be yourself, smile when you talk as the person on the other end can hear it in your voice Prepare, Prepare, Prepare: Research the company/ person you are calling to avoid annoying them Ask the right questions Be nice to the secretarie
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Cold Calling & Appointment Setting Tip #6 - The First Few Seconds
We only have a few seconds to make an impression on a cold call, so every detail counts. Our elevator pitch should hit some key areas right up front. 1. Identify yourself and the company. 2. Tell what the company does, while adding
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Cold Calling & Appointment Setting Tip #5 - From The Prospects View
Many great suggestions. Let me answer from the point of view of the call recipient. I was an in-house Marketing Manager for 18 years, so I got quite a few of these calls. Other discussion groups have mentioned the need to ask "how are you" or
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Cold Calling & Appointment Setting Tip #4: 11 Steps To Success
In my business, it’s all about the face to face and relationships. Therefore, my goal on the call is to set the meeting or lunch. I don’t go into details until I meet with them. The phone is tool to set the meeting. Selling over the phone is toug
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Cold Calling & Appointment Setting Tip #3 - Let The Prospect Be The Star.
"Let the person you speak with become the star. Everyone wants to discover something or someone new that will benefit their position, so I try to focus on listening and responding to initial feedback to find an opening to more actively engage. I alwa
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Cold Calling & Appointment Setting Tip #2: The Subtle Approach
The times have certainly changed in my point of view. I have earned all my business from cold calling on a daily basis and would have to say have become extremely good at it. Gone are the days when pushy sales tactics worked to get your way to the de
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Cold Calling & Appointment Setting Tip #1: Do Your Homework
"Do your homework on the prospect - Get to know as much information as you can about the person's position and business goals so that when you do get to speak with the prospect you can create instant credibility by relating your product to address th
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