Let us create a 3d Digital eBook for you! DigyCat.com
|
||
|
||
|
Sales Teleselling | Let us create a 3d Digital eBook for you! DigyCat.com |
|
|
|
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. They're making money because they are using a basic marketing tactic that most of us have forgotten how to use - give your customer what they want! Tell a salesperson that they can get appointments without making cold calls, tell them to buy your book, and you'll make money hand over fist. Why? Because it's a solution that fits what that market wants. The fact of the matter is that there are many things you can, and should, use to help generate leads. However, business-to-business cold calling will always be an effective basic tactic that will help you get an appointment with your prospect. Effective appointment setting begins with 4 1/2 simple steps that will help you get back to the basics of giving your prospects what they want. The steps are so easy and basic that you might have a tendency to be suspicious of them. But if you just follow along you'll be on your way to doubling your sales appointments in record time. ½ Step) Put yourself in the place of your prospect. Think about what it will be like to get a call from you. You know your product/service inside and out and are hopefully excited about and believe in it. Your prospect isn't excited about your product/service and doesn't believe in it yet. You have set aside time in your day to make calls but your prospect hasn't set time aside to take your call. That's why it is very important to make the call all about them. Give them what they want out of a cold call - hint: the solution to what they worry about at work. Step 1) Identify your ideal customer and their critical wants and needs. At the very least you should have some generic information about the markets that you serve and the obstacles that they face from industry magazines, trade associations, or industry analysts to help you target your cold call message. Step 2) Ask the "cold sweat" question. "What is it that wakes your prospects up at 3AM in a cold sweat and in such a troubled state that they would give anything to solve that problem?" If you answer this question within the first 7 seconds of your call, you will be more likely to gain the attention of your prospect and be that much closer to gaining an appointment with them. Step 3) Create multiple positioning statements that focus on solving your prospect's most difficult problem or achieving their most important goal. Step 4) Test those positioning statements and determine which one results in better dialogue with your prospect and gets you the appointment. Here's a very successful sample cold call script that I'm using for my own business based on the 4½ steps: Good morning Mr/Ms. VP of Sales, this is David from EMDCO here in Chicago. We are the major B2B lead generation firm in the area. Because of our expertise in your industry, we're able to solve the problems of the call reluctant/time constricted sales force by delivering quick, reliable, and affordable lead generation services. The reason I'm calling you today specifically, is to set up an appointment so I can tell you the way in which we've been successful with (name client) companies. How's (day) at (time)? That's it! I mention that I can solve what most owners, presidents and sales directors worry about. They are always thinking about the revenue numbers they have to hit, they know they have sales people that don't make the calls for various reasons and they know they want a reliable source of leads. I know I'm not wasting my prospects time with a telephone introduction like that. Using this simple 4½ step process will help you formulate your own quick introduction, allow you to quickly answer any questions they have about you or your product/service and redirect the call back toward getting the appointment. David Wells is a business development expert, speaker, trainer, consultant and founder of http://www.emdco.com a provider of business-to-business lead creation, data confirmation and integrated marketing solutions.
MORE RESOURCES: Sales Teleselling - Google News Iowa AG takes action against Urbandale mag company - BusinessWeek
Tata Tele wants tougher penalty on unsolicited calls - Hindu Business Line
Payments processor settles with FTC over unauthorized $200 million debits - WalletPop (blog)
Ten best practices for implementing marketing automation software - SearchCRM.com
PUD warns of telemarketing - Sequim Gazette
Bulk condo buyer negotiates million-dollar deals - MiamiHerald.com
Florida Attorney General investigating questionable magazine subscription ... - TCPalm
|
 |
|
|
RELATED ARTICLES
This is a Sales Call: How to Begin Prospecting Calls with Integrity "Hello. I'm looking for Sharon Morgen?""Sharon DREW Morgen. 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. 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. Generating Leads Through Telemarketing Telemarketing is one of the most common ways that a business can generate leads. It is a versatile approach. 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. 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. 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. 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. Feel the Fear It sometimes surprises people when I tell them I getslightly nervous before a speaking or training event. Theyseem to think that because I've been doing it for years,nervousness would no longer be an issue. 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 Know Youre On A Winner The catchword today for business is flexibility.With changes in suppliers, customers, and the processes connecting themaltering almost daily (or so it seems) the future clearly belongs to theorganisations which can adjust to change quickly and effectively. High Phone Bills Can Affect More Than Your Expenses I got a phone call today from a gentleman in Arizona. He wanted to talk to me about a report I downloaded from him about network marketing. Telephone Sales Basics for Start-ups Everyone picks up the telephone to do business. Yet the word "telemarketing" has many negative connotations for people. The Cold Calling Conspiracy A consipiracy exists in the world of selling. A cold calling conspiracy. 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. 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. 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 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. 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. Telesales HEADSETS & TELEPHONESThe equipment your personnel use is important. Don't let others tell you any different.
|
|
List4Sale Domain Is For Sale - $10,000 For Enquiries eMail Us © www.List4Sale.biz 2010
|
|
