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How to Use LinkedIn to Plan and Prepare Your Tele-Prospecting Call
If you are not using LinkedIn when planning and preparing prospecting call, you are missing a huge opportunity to gather superb information that you can use to plan your call, build rapport, ask...
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What’s Important to You is Not Important to Them
Here’s the thing: selling something is far more important to you than it is to your prospect or your client. Think about this for a moment because it is rather profound and it often dictates your...
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Why Secondary Objectives are More Important Than Primary Objectives
Before you ever lift the receiver to make a customer call or a cold call you need to established not one, two objectives. By doing so you’ll increase your volume of sales/leads and reduce your level of...
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The 7 Closing Habits of Highly Effective Tele-Sale Reps (Habit #1: Be...
Ever notice that some tele-sales reps consistently out sell other reps? Why is that? Why do some reps continuously lead the pack in terms of sales and revenues and others don’t? Sure, knowledge and...
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Want Better Tele-Sales Results Tomorrow? Do These 7 Things Tonight
If you want to improve your tele-sales results tomorrow start by preparing today. Here are seven actions you can take tonight that will help make you more productive and effective tomorrow. 1. Create a...
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21 Actions You Can Take Today to Increase Your Tele-Sales Success
Want to kick start some life into your telephone selling efforts? Want to get out of that rut? Achieve more? Sell more? The secret to improving your success is to stop wishing and to start DOING. DO...
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How Mr. Spock Would Plan and Prepare for a Follow Up Call
Mr. Spock, the venerable Vulcan from Star Trek would make a heck of a B2B telephone rep especially when it comes to making a follow up call to a prospect. In many ways, a follow up call is more...
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The ABCs of Tele-Sales – 26 Powerful Tips for Tele-Sales Success
A is for “ask for the sale” or “advance the sale.” Don’t leave a call lingering by NOT asking for the order. Close it, for Pete’s sake. Or if you have a longer sales cycle “advance” it by asking the...
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Is Pre-Call Research a Waste of Time? Tips and Techniques to Improve...
How much time do you spend on pre-call research? How much time do you spend gathering data on your prospect and looking for a clever edge before picking up the phone and calling the decision maker? Not...
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How to Find Your Competitor’s Achilles Heel and Exploit Competitve Weaknesses
Do you have competitors who seem totally invincible? You know what I mean: you call a prospect and you find that your competitor is solidly entrenched. You know you have a better product and you know...
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8 Things You Have in Common with Aaron Rodgers and Tom Brady
by Mark Hunter, www.thesaleshunter.com If you’re in sales, what do you have in common with Aaron Rodgers and Tom Brady? Don’t laugh, because you have more in common than you think. Let me give you 8...
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The Post Call Debrief: 4 Questions That Will Change the Way You Sell
If you want to improve your tele-prospecting and/or tele-sales results, ask yourself four simple questions the moment you hang up the phone. I call this “The Post Call Debrief” and if you’re completely...
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This is Why Calls Wander Aimlessly
by Art Sobcak (www.businesbyphone.com) On a commercial for an online brokerage, one guy asked another, “Does your brokerage house give you objective advice?” “Yeah, their objective always is to sell...
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Keep a Black Book
If you’re serious about a career in sales and you want to continue improve your selling skills and abilities (and subsequently) earn more, then keep a black book. What’s a Black Book? A black book is...
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The 3 Questions that Telephone Reps Should Ask at the End of Every Day
Do you sometimes finish your day and wonder what you accomplished, if anything? You started off with great intentions to sell like crazy but somehow things got de-railed. You got side tracked here and...
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How to Get Your Telephone Selling Focus Back on Track
Have you ever had one of those days when you feel like you worked your butt off but when you look back you realize that you’ve sold nothing or sold very little; that you didn’t send that proposal; that...
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The Brutal Truth About Pre-Call Research and Planning
The following post is from my January 2013 newsletter (Tele-Sales Vitamins). It got a good deal of response from readers. See what you think? Am I spot on or am I off the mark? You tell me....
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