Stop Thief!
Friday, June 4th, 2010 Posted in Sales and Telemarketing Articles, Uncategorized | No Comments »Anyone who works hard deserves the rewards they reap from that hard work. Anyone who creates something new deserves the credit for that creation. Unfortunately, there are people in the world that want to skip the work and/or creation ...
7 Ways to Name Your Prospect
Friday, March 5th, 2010 Posted in Sales and Telemarketing Articles | No Comments »The first rule in “Naming Your Prospect” is to ask for a title not an activity. Do not ask for “the person who makes the decision to purchase….” Making the “decision to purchase…” is an activity and may get you ...
7 Ways to Name Your Prospect
Monday, February 1st, 2010 Posted in Sales and Telemarketing Articles | No Comments »In the maze of corporate America it is sometimes very difficult to discover with whom you should speak. There could be multiple decision-makers or there could be only one decision-maker. And, of course, they’re never listed as “decision-maker” in the ...
6 Email Strategies to Reach Decision-Makers
Wednesday, January 6th, 2010 Posted in Sales and Telemarketing Articles | No Comments »In the maze of corporate America it is sometimes very difficult to get a decision-maker on the telephone. Sometimes the best way to reach a prospect is via email. If a gatekeeper or assistant tells you that the best way ...
Why is Cold Calling Like Buying New Shoes?
Wednesday, December 16th, 2009 Posted in Sales and Telemarketing Articles | No Comments »You’re walking down a street in your home town and you have some time on your hands so you’re window shopping. You suddenly stop—transfixed by the fabulous shoes in the store window. Being a great fan of fabulous shoes you ...
It’s the Holidays!
Wednesday, November 18th, 2009 Posted in Sales and Telemarketing Articles | No Comments »1. No one’s doing any work. It’s the holidays. 2. Nothing gets done till January. It’s the holidays. 3. No one sets appointments till the new year. It’s the holidays. 4. Too much to finish up to take the time to prospect. It’s ...
Marketing Insensitive 2008
Friday, November 13th, 2009 Posted in Sales and Telemarketing Articles | No Comments »I first wrote about "Marketing Insensitives" a few years ago. At the time, I had received a call from a telemarketer offering me some "marketing insensitives" to purchase a product. Yes, she really said this. She was not being clever; ...
8 Strategies for Bypassing Voice Mail
Monday, November 9th, 2009 Posted in Sales and Telemarketing Articles | No Comments »1. Ask the gatekeeper: “When is the best time to reach (prospect’s name)?” Call back then. 2. Vary your calling times. If you are only reaching voice mail you have no way of ascertaining when your prospect will be available. If ...
Tips for Closing Business (Part II)
Wednesday, November 4th, 2009 Posted in Sales and Telemarketing Articles | No Comments »1. If you are giving a sales presentation, make sure to only give that presentation after you thoroughly understand your prospect's specific problem and motivation to solve that problem. 2. Ask the Magic Question: “After our conversation (discussion/you see our presentation…) ...
Marketing Insensitives for 2009
Monday, October 12th, 2009 Posted in Sales and Telemarketing Articles | No Comments »Approximately two years ago I first wrote about "Marketing Insensitives." At the time, I had received a call from a telemarketer offering me some "marketing insensitives" to purchase a product. Yes, she really said this! She was not being clever; ...
