Telemarketing Great Way To Market

Writen by Paul Cris

The use of telephone to sell a product or service is known as telemarketing. There are many companies, which use this marketing technique to increase sales. These companies get leads and from this list they call the prospective buyer to promote the products. The leads may be purchased from another company or taken from a telephone directory.

There are two types of telemarketing: One is inbound telemarketing and the other is outbound telemarketing.

Inbound: In inbound telemarketing the telemarketing companies get calls and they need to be answered, such as taking down a sales order, take service calls and the like. Inbound calls are much easier than outbound calls, as you know the type of questions, that are bound to be asked, as the questions are related to the products you promote. The company does telemarketing on its own or it may be outsourced to a third party. Most of the companies try to outsource their telemarketing to countries like India, to cut down their costs.

Outbound: In outbound telemarketing a person calls to promote or sell a product. They get leads and from these lists they call the person. Most of the companies use this way of direct marketing to promote products. Banks also telemarket their credits cards and promote many products.

Telemarketing has come of age and it is widely used through out the world. It is one of the cheapest and easiest ways of communication. Most of the companies do not have in-house staff for telemarketing, they outsource to other companies who specialize in this. These companies are paid per hour, per call or on per sale basis.

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Cold Calling Scripts Are A Waste Of Time

Writen by Tino Buntic

Let's say that you were a business owner or executive manager at a company and you get a phone call that went like this:

Good morning Mr. Decision Maker, this is Cold Caller from XYZ Corporation. The reason I'm calling you this morning specifically is so that I can stop by and tell you about our new product that will cut expenses for your company. I'm sure that you, like your competition, are interested in cutting expenses.

(Cold Caller now waits for a positive response from you)

That's great Mr. Decision Maker, let's get together. How's tomorrow morning?

This is a variation of a sample cold calling script from Stephan Schiffman's book "Cold Calling Techniques That Really Work" in which the corporate sales trainer discusses methods of cold calling to prospect for sales leads. You could find many more examples of free cold calling scripts by searching the internet. So how would you respond to such a phone call? "Well, golly gee, I certainly want to cut expenses. Come as soon as possible. I can't wait." A canned sales pitch certainly deserves a sarcastic reply.

I don't advocate cold calling as a prospecting method, but if you do do it and if you do use cold calling scripts, think about how you sound. Would you buy from someone that speaks to you like this? Of course not. You buy from salespeople that are empathetic and salespeople that you think are trustworthy. These traits cannot come from a canned sales pitch.

Don't even think that you can pull it off. You are not a Hollywood actor. If you were you would be reading scripts in front of a camera. You are a salesperson and you earn a living by closing sales and earning commissions. You won't get many opportunities to close sales without any sales leads. And, you won't get many sales leads by using a cold calling script that makes you sound like an emotionless computer.

Cold calling scripts are a waste of time

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Teleselling Time To Call

Writen by Lance Winslow

Many people advise that when cold calling potential customers to be weary of their time and their schedules. For instance most marketing consultants say not to call on restaurants during lunch or dinner times if you want to sell them something.

Best to make a personal visit or call for an appointment prior to lunch at 10:30 Am or at 2:30 Pm when the business is slow and the manager or owner/manager actually has time to talk, as this makes the most sense to get a meaningful visit, discuss doing business or phone call in.

When calling on different industries or small businesses you need to consider this time factor; for instance do not call on Hair Salons on Tuesdays, because Monday is a holiday for them and they are busy on Tuesday. Thursdays are busy and so are Fridays and Saturdays, Sundays closed generally, so it is best to call on Wednesdays.

If you will consider your customer when calling you can generally set up a meeting thru a sales call without them giving you the cold shoulder or simply saying; We are not interested, do not call back.

Many businesses have peak hours and days and you need to be cognizant of the customer's business model as not to disrupt their cash flow or operations. Always remember if you are selling something that you are an expense and their job to increase profits is to cut down on expenses and unless you have something to deliver which helps them make more money they will not be interested.

By the same token if you are cutting into their busy time, well then you are costing them money, so obviously they already don't like you. Not a good start to a sales presentation or sale is it? Consider this in 2006.

Lance Winslow

How To Write A Cold Calling Script For Your Cleaning Business

Writen by Steve Hanson

Have you ever decided to just pick up the phone and "wing-it" when cold calling for your cleaning business? How did it go? My guess is not so well...

When making a sales call you only have about 10 seconds to grab your prospect's attention so your first impression has to be really strong. Having a prepared (and practiced) script is essential for your success.

Practicing your script so it sounds natural is very important. Have you ever received a call from a telemarketer whom you could tell was reading from a script? That's NOT the kind of script we want to use here. Practice with friends or family members so you can have them play the role of the prospect. You want to have enough flexibility in the script so if the conversation suddenly changes, you're flexible enough to go with the flow.

When writing your script, be sure to write the way you talk, and be sure to get to the point quickly. Don't waste time by saying something like, "how are you today"? This gives them a chance to end the call before it's even started. Greet your prospect by name, and then say, "My name is [John Jones], and I'm with [company name]."

Next you want to have a simple, yet strong sentence that explains what you do. For example, "I work with building owners and managers who have cleaning issues that they've never been able to resolve." You need to be creative here -- don't say the same thing everyone else says. Use phrases that help to establish you as an expert. Maybe something like, "we specialize in...", or "we're known for...".

Use your niche market to your advantage. If you're calling a bank, let them know that you also work with other banks in the area. This lets your prospect know that you're familiar with their type of business. Plus it's likely that they know other bankers in town so if you can drop a name, this is a good time to do it.

Next you want to describe your service stating benefits, not features. At this point in the conversation, they don't care that you're bonded and insured, but they probably do care that you specialize in marble floor care if they have a beautiful new marble floor. They're also interested in how you can save them money so think about specific ways you're able to save them money.

The goal of the phone call should be to make an appointment with the prospect. You're not trying to make a sale just yet. So end the call by setting up a time to meet. Ask them for 10 - 15 minutes of their time, and give them a couple choices. Don't simply end the call by saying something like, "Can we meet next week to discuss this?" Instead say, "Would next Tuesday at 10 a.m. be a good time to meet?"

When you have the meeting scheduled, be sure to confirm the prospect's name, title, phone number and address, and make sure they have your contact information as well.

To recap, here's what you need for your cold-calling script:

· Greeting. "Hello Mr. Jones. My name is ______, and I'm with _______."

· Say what you do. "I work with building owners and managers who have cleaning issues that they've never been able to resolve."

· State your benefits. "We specialize in servicing banks with high-end surfaces like granite flooring and countertops. ABC Bank recently had us restore their granite floor and was very pleased with the results."

· Ask for a meeting. "I would like to meet with you for about 15 minutes to discuss what we can do for your company. Would next Tuesday at 10 a.m. be a good time to meet?"

· Confirm contact information and be sure to write the appointment on your calendar!

Steve Hanson is co-founding member of The Janitorial Store (TM), an online community for owners and managers of cleaning companies who want to build a more profitable and successful cleaning business. Sign up for Trash Talk: Tip of the Week at http://www.TheJanitorialStore.com and receive a Free Gift! Read cleaning success stories from owners of cleaning companies at http://www.cleaning-success.com/

How To Build Great Relationships Through Cold Calling

Writen by Ari Galper

Sometimes the finest solutions are the simplest. Focusing on relationships when making cold calls is one of them. It keeps us genuine, and eliminates our dread of making cold calls. We're real people talking about real things. We're interested in the conversation, and it shows.

Most of us dislike putting on our "salesperson persona" when we make cold calls. We think it's needed, however, because we've been trained to make the sale. And yet we're interacting with a live, breathing person without having any real connection to him or her. It often feels fake, and it often is.

This artificial role puts a great stress on us, and sabotages our cold calling conversations. When we aren't genuine, it's a red flag to the other person that we have a sales agenda. This puts nearly everyone "on guard." They've never met us and are wary of possibly being manipulated.

Have you ever noticed that most cold calls break down the moment we try to "move" things along towards a sale? It's as if we're getting ready for battle, and the tension pushes us along.

But the person we've called doesn't know us. The momentum we're trying to impose puts him or her in a defensive position. They're protecting themselves from a potential "intruder" who might have a self-serving agenda.

So how can we to shift into something more positive? We begin by focusing on the relationship rather than salesmanship. We call with the anticipation of meeting someone new, and looking forward to a pleasant conversation to find out whether we can be of service. This mindset is subtle but powerfully felt by the other person.

Building relationships humanize our cold calling conversations -- and ourselves. We are less artificial. Cold calling conversations become more natural. And people tend to respond with more warmth and interest.

The point is not to use the "technique of building relationship" to improve sales. That's having a hidden agenda rather than a relationship. Our goal is to see if we can provide something that will benefit the other person. If it doesn't, then we prefer not to continue interrupting their day. That's a real relationship, even if brief.

When we're being real people treating others as real people, the difference is amazing. Both people are both more at ease. We anticipate talking with someone who may possibly have an interest in what we have to offer. And if they don't, we've enjoyed our time with him or her.

When others feel this relaxed mindset from you, they are much more likely to welcome you into their day. But if you rigidly follow a script or launch into a mini-presentation, then your call is immediately pegged as something initiated primarily for your own gain. And that puts most people into resistance.

Here are 8 keys to building relationships in cold calling:

1. Focus on the other person's needs rather than on securing a sale

2. Surrender to the outcome of your cold call so you can connect with your potential client at a human level

3. View the human connection as an exciting journey in which you encounter new and interesting people

4. Speak graciously and naturally as you would with any new acquaintance

5. Remember it's about how you come across, not about how many people you call

6. Allow the conversation to evolve naturally

7. Invite both of you to decide together whether it's worth your time to pursue the conversation further

8. Use phrases that are non-aggressive yet very effective

So try this. Practice shifting your mental focus from salesmanship into a place of relationship. You'll find that your genuine enjoyment of the conversation rubs off on the other person. They'll be less defensive and more likely to share with you truthfully.

One of the best ways to build relationship is by using phrases that carry the human element very well. Start out by asking, "Hi, could you help me out for a minute?" The most common response will be, "Sure. What do you need?"

Your next question might be to ask whether they are open to the idea of looking at different ways to, for example, reduce their expenses. Most of the time the reply will be something like, "Well, sure, what kinds of expenses are you talking about?"

Now you are able to open the conversation between the two of you and build an initial relationship. It's easy and comfortable to continue from there.

When you do this, you'll experience so much success and satisfaction that it will really change the way you do business. And it will bring sales success beyond your imagination.

About The Author
Ari Galper, founder of Unlock The Cold Calling Game makes cold calling painless and simple. Learn his cold calling secrets that even the sales gurus don't know. To receive your 10 free audio cold calling mini-lessons, visit http://www.Unlock-The-Cold-Calling-Game.com.

10 Reasons To Include Teleseminars In Your 2006 Marketing Plan

Writen by Daniel Janal

Did you put off hosting teleseminars and building your business dramatically this year? Make a resolution to start in 2006 and begin increasing your company's cash flow.

Here are 10 reasons to put teleseminars into your budget for 2006.

1. Make money. You can make thousands of dollars in registration fees depending on the size of your audience and the topic's importance. Great Teleseminars Audio Production Studios has several clients making six-figure incomes from teleseminars over the course of one year. One recently made $30,000 in one hour by offering the right topic at the right price to the right audience.
2. Beat your competition by improving your image and building your name brand. By conducting teleseminars, you will be perceived as a trusted expert, an innovator and a leader within your field.

3. Maintain contact with your clients with little time, energy and financial investment. Isn't it great to offer your clients a seminar so they can learn your latest tactics, techniques and breakthroughs? Some of my clients do teleseminars for free just so they can build rapport and maintain good relationships with clients.
4. Prospecting. What could be a better way to introduce yourself and your services to prospects than by offering a free teleseminar jam packed with beneficial information that show you at your best? You don't have to fly anywhereand they don't have to drive anywhere. Nothing could be simpler or cheaper since you can deliver the same message to many people at one time – and still be personable.
5. Slash customer support costs and increase customer loyalty. You can do this easily by offering free teleseminars on how to use your products and services effectively.
6. Create multiple streams of income by creating products for future sales. Every teleseminar can be turned into a CD, MP3 file, transcript and/or e-book to generate extra income.
7. Become newsworthy. Teleseminars give you a reason to post press releases about the topic, the guest and the information learned. Don't overlook the chance to get your name in print.
8. Build your list. By offering people on your list a great event, they'll tell their friends, so you'll build your database of prospects.
9. Keep your marketing team busy with a project that is easy to do every month. Once you get the mechanics in place, you can do teleseminars every month with ease.
10. Teleseminars are cheaper and easier than webinars by a factor of at least 10 to 1.

When you offer teleseminars, you make money, build your customer loyalty and grow your business – for a very small investment. Wouldn't that be a great resolution for the new year?

Dan Janal has been called the Larry King of Teleseminars. He is the president and owner of Great Teleseminars Audio Production Studios, http://www.GreatTeleseminars.com

He has produced more than 500 teleseminars for speakers, authors, trainers, coaches, and businesses.

7 Steps To Successful Telemarketing

Writen by Kamau Austin

Telemarketing is not as easy as it looks. Telemarketing involves talking on the phone to someone you do not know and trying to convince them to buy a product, use a service, or sign up for a special offer. Many times, telemarketers fail because they are not doing the job properly.

Speaking is a skill, and there are techniques that can be applied to speaking that will help anyone become a successful telemarketer. These are the seven steps to successful telemarketing.

Step #1: Motivation. One of the most important things in telemarketing is motivation. Someone has to want to do the job. The overall motivation will determine how they speak to people. So, successful telemarketers are very motivated to do the job.

Step #2: Product knowledge. In order to successfully speak about a product or a service, the telemarketer must know about the product or the service. Customers will ask questions before they buy or sign up for something, so the telemarketer should be able to answer the questions. Knowing the product or service will help the telemarketer make a successful deal.

Step #3: Know the call format. There telemarketer should have a call format or a call plan. They should know the order of the call: the introduction, the description of the product, the price, the value of the product, how to order, and the closing. Many companies will have a script to follow. A successful telemarketer will know the script and use it to their advantage.

Step #4: Attitude. Attitude is evident on the phone. When someone is happy and excited, those emotions will palatable, even on the phone. Angry, upset, or frustrated telemarketers are usually not successful. So, the successful telemarketer will have a positive attitude while doing their job.

Step #5: Know the customer. A good telemarketer will know the customer. Know when it is a good time to call. Calling during dinner, early in the morning, or late at night will not be successful. If you call at a bad time, ask the customer when a better time to call would be. Know what they are looking for. Do not try to sell them something they are not interested in. This will create hostility. Listen to what the customer has to say. Their comments and input can help you guide the direction of your call. Respect the customer's feelings and comments. Knowing the customer is a successful technique for any telemarketer.

Step #6: Visualize your success. Many telemarketers receive bonuses or rewards for a job well done. A successful telemarketer will visualize his or her success. They set goals and work towards those goals. Having a vision of what you want to get out of this job will help create a successful telemarketer.

Step #7 Enjoy the success. A successful telemarketer will always take the time to enjoy the fruit of their hard work. They will be proud of their successes and will continue to strive for future success.

In conclusion, these sledge, and the motivation are all integral parts of a successful telemarketer. Telemarketing is not an easy job,even steps are simple techniques that any telemarketer can immediately apply to be successful. The way the materials are presented, the attitude, the know but it can be a very successful and rewarding job by following these seven proven steps to success.

Kamau Austin is a writer for http://www.telemarketingcallcenterinfo.com. Visit this site for the latest in telemarketer sales scripts and call center equipment reviews.

Telesales Coaching An Investment Which Pays A High Return

Writen by Andy Britnell

How to maximise the performance of telesales staff is a constant question for many managers. Telesales training courses typically focus on questioning and listening skills, handling objections and closing the sale. These are essential skills, but how much is actually practised once the employee is back at their desk?

For example, some telesales staff may be introverts, who find it much harder than their extrovert colleagues to pick up the phone and make a call. I have worked with sales teams who were not reaching their targets for sales visits. Their managers were at their wits' end – why did the sales team not just make a call and ask for an appointment? To the managers it was glaringly obvious. The teams, however, tended towards introversion and were uncomfortable with the idea of forcing themselves on the client, as they saw it, and kept putting off the calls.

When we discussed the problem in terms of them helping and supporting the client by explaining their services and how they could solve the client's problems, they were able to operate from their natural energy and started to make the calls. An almost 100% success rate in securing appointments encouraged them to continue!

This is an example of how telesales coaching brings the training to life. The coach spends one-to-one time with each member of the team as they talk to real customers. Unhelpful habits and phraseology is identified and better alternatives practised which immediately result in better rapport and deeper understanding of customer needs.

With the support of the coach, they are able to experiment with new behaviour they would never have risked or even considered while working alone, and start to experience better results than ever before. Their new success leads to increased confidence, a markedly more positive attitude and sustained improvement in performance.

In a recent programme, there was an immediate increase of 300% in appointments made! Figures for subsequent sales are not yet available, but at the very least are likely to be several times the cost of the training, in itself an excellent return, not even taking into account the probable rise in job satisfaction and reduced staff turnover.

Andy Britnell specialises in sales and customer service training for both the private and public sectors. Go to http://www.andybritnell.co.uk/ and you can sign up for my FREE short monthly newsletter and FREE e-mail coaching.

I coach corporate and SME clients who wish to achieve better results - see http://www.executive-coaching-for-business-growth.com/

Cold Calling Success For Cleaning Companies

Writen by Steve Hanson

Most people recoil in fear at the thought of cold calling in order to make sales for their business. But if you spend your time sitting in your office waiting for people to come to you, you're going to have a long wait. If done properly, cold calling can be an effective sales technique for your cleaning business.

The following tips won't eliminate your fear of cold calling, but they can help to make it a more positive, successful experience for you.

Remember the purpose of a cold call. Many people think that the purpose of a cold call is to get the sale - wrong. The purpose of the call is to get an appointment so you can get a chance to make the sale.

Do your research. Don't just pick up the phone and start dialing. You need to do a little research first. Who is your target market? Start making a list of the companies who fit into your niche and then start doing preliminary research on each company before calling. For example, find out if they have a web site and read it thoroughly. Find out who the decision-makers are. See if they're a member of the Chamber of Commerce to get additional information that way.

Be nice to the gatekeeper. It's very likely that when making cold calls you're going to be connected to the gatekeeper (assistant to the decision-maker, receptionist, etc.). Be friendly, learn their name and use it, and maybe say something like, "I wonder if you could help me?" You want to get them on your side, willing to give you the information you need. Ask if they can help you get the name of the person you need to talk to or when would be the best time to contact that person.

Call early in the morning. This is typically the best time to reach the decision-makers. It's also a time when most people are more pleasant and have more energy.

Prepare your script. Don't just "wing it". This will keep you from making common mistakes like opening up with, "How are you today?" This will give them a chance to end the call before it's even started.

You should start the conversation with a greeting and an introductory statement, which can transition into more dialogue. For example, "Good morning, Mr. Smith. This is Tom Jones of ABC Cleaning Company. I recently read in the business section of the local paper that you're moving your business to a larger location. We specialize in commercial cleaning services in buildings of this size and can help you to reduce your monthly maintenance costs by using proven cleaning systems that also use environmentally friendly products. I'd like to ask you a few questions in order to determine the amount of savings we can potentially provide your company."

Prepare for the rest of the call. It's difficult at this point to completely script the call, but you should have a list of the benefits of your services and the reasons that the prospect should buy from you over the competition. Don't simply make a list of features, like being bonded and insured. While that's an important consideration after you've made the sale, the prospect only cares about what's in it for them at this point in the call.

Make a list of possible objections that they're likely to make like, "We already have a cleaning service that we're happy with," and then craft statements to overcome the objections.

Ask for an appointment at a specific time. Don't simply end the call by saying something like, "Can we meet next week to discuss this?" Instead say, "Would next Tuesday at 10 a.m. be a good time to meet?"

Be persistent. They say that most people need 7 to 10 "touches" before the're ready to make a purchase, so don't give up after only one or two calls!

Try sending a Thank You card after the call thanking them for taking the time to talk to you. Most people appreciate this simple, thoughtful gesture.

Practice makes perfect. The only way to get better at cold calling is to practice. You may never really enjoy it, but you can definitely get better at it the more you practice. Remember, your customers are out there, you just need to let them know about you!

Steve Hanson is co-founding member of The Janitorial Store (TM), an online community for owners and managers of cleaning companies who want to build a more profitable and successful cleaning business. Sign up for Trash Talk: Tip of the Week at http://www.TheJanitorialStore.com and receive a Free Gift!

The Power Of Voicemail To Magnetize Your Prospects Curiosity

Writen by D.M. Arenzon

Can you imagine getting 20 voicemails at work? How about 15 voicemails? Do you think that you would have the time to listen to each and every voicemail? Do you think that you would have the time to return each call? How about 10 voicemails? Is the number 10 maybe a bit more manageable? Is that number still too many? Ok, for a minute, let's imagine if your sales prospect returned to their office, sat down at their desk, listened to their voicemail and the automated voice said, "You have 10 unread voicemail messages." Does this scenario sound realistic? Well, I think that the number 10 is quite possible especially if you are contacting successful business professionals, don't you?

If your prospect were busy prior to finding out that they had 10 voicemails, can you imagine how they must feel now? The last person they want to hear from is someone making cold calls! Of all these voicemails which ones will actually get a return phone call from your sales prospect? I was unable to find research to answer this question. However, I would say that a very small percentage would warrant a callback. My guess is that 10%-20% of voicemail messages left by cold callers get returned. Which of these voicemails that your prospect decides to callback do you think are part of this so-called "10%-20% Club?" I would say any of the following voicemail messages that I've listed below would take precedence over the voicemail message that you had left for your sales prospect (especially if this is your first contact with them!). These top priority voicemail messages include:

Returned calls (Calls that your prospect made and now they are getting a callback!) that your prospect has received.

Internal work-related calls that your prospect has received.

Referral calls (People who were referred to your sales prospect.) that your prospect has received.

Other cold calls that your prospect has received.

Personal calls that your prospect has received.

Let us assume that my 10%-20% number is accurate, so now that means that your sales prospect would return between one and two cold calls. Based on these numbers, Is it worth your time to leave a voicemail message? What do you think? Well, If you leave a voicemail message that is boring and that does not inspire curiosity from your prospect than don't bother leaving a message. In fact, you're better off just going on to the next call till you make a contact. However, if you are willing to leave an unconventional, yet savvy voicemail message that inspires curiosity from your prospect than it is absolutely worth your time to leave a message. Here are four suggestions that you can use to increase your chances of an immediate callback:

1. MAKE SURE THAT YOU HAVE A POSITIVE ATTITUDE.

Your attitude has magnetizing affect. What do I mean here? This means that your attitude has the ability to move mountains. Ok, maybe not literally, but what I mean here is that your attitude has the power to alter your prospect's state of mind. Your attitude has the power to reduce your prospect's resistance and inspire their curiosity. Next time you leave a voicemail message put a smile on your face and be positive! The attitude and energy that you bring to the call will be one factor in whether or not your prospect will call you back!

2. MAKE SURE THAT YOU SOUND CONFIDENT IN WHAT AND HOW YOU SAY YOUR MESSAGE.

When I say that you need to sound confident in "what you say" in your message I'm referring to the contents of your message. In order to effectively communicate your message, you need to clearly understand the features of your product and/or service and their benefits. When I say that you need to sound confident in "how you say" your message I'm referring to your voice. It's important that you sound or come across upbeat, positive, enthusiastic and project confidence in your voicemail message (i.e. how you say their name, your name, your company, the reason for your call and your phone number at the end of your message (remember to repeat your phone number twice). If you get excited and stay excited, your positive tone will convert to an immediate callback.

3. MAKE SURE THAT YOUR MESSAGE IS CREATIVE.

Creativity is yet another trait that you can use to inspire curiosity from your sales prospect. If you are creative it will set you apart from the mainstream or status quo. It will make you interesting versus being perceived as boring. How can you come across creative in your voicemail messages? Here are a few examples:

Contact prospects that you see pictured or quoted in a publication.

After reviewing your prospect's website comment on a recent press release (i.e. "Congrats, I noticed that your company was nominated for ……") or take a look at your prospect's management profile (their biography) and see if you have something in common (i.e. You went to the same college or have a similar interest such as fishing).

Locate relevant industry statistics that you can intertwine into your voicemail message.

Try using creative opening lines such as, "This will be the most enthusiastic call that you return today." Or, "This will be the most important call that you return today." Then, proceed with the rest of your voicemail message and your prospect will be curious and to listen to the rest of your message.

Since everyone's time is valuable let your prospect know how much you appreciate their time. For example, you could include this line in your voicemail, "(First name of prospect), I know how valuable your time is and I wanted to let you know how much I appreciate the time that you have taken to listen to this voicemail."

4. MAKE SURE THAT YOUR PROSPECT KNOWS THAT THIS IS NOT A ONE TIME ONLY COLD CALL.

Many cold callers contact their prospect once or twice and then give! Since many prospects know this ratio they feel no need to call you back. However, if you make a comment in your voicemail indicating that you are planning on call them again then your prospect will take you more seriously. In addition, they will not only take you more seriously, but they will respect your persistence. Why is this true?

The prospects that you are contacting should be successful--they are CEO's, Business Owners, Directors, Managers and the list can go on and on. These individuals did not get to where they are by being reactive, but they got to where they are now because they have a strong work ethic. And because of this they will respect your persistence and call you back! What can you say on your voicemail to indicate that you are persistent (like them) as well?

Here are a few examples that you could incorporate into your message:

"I hope that you admire my persistence……" "I'm very determined in reaching you…. "I'm sure that you didn't get to where you are now by being reactive, but rather you are where you are now because you are proactive and I'm hoping that will respect my timely follow-up!"

"I figured I'd try you one more time, I'm not one to give up so quickly (say that line with a smile)…."

Copyright 2006 MR. COLD CALL SEMINARS - All rights reserved.

Behind The Scenes With Mr. Cold Call Mr. Cold Call is the author of "How To Have Fun Cold Calling" and "115 Common Sales Objections, 156 Clever And Savvy Responses." According to Mr. Cold Call, "Your cold call success is dependent on 11 winning personality traits (known as your Telephone Persona Of Success!)." Collectively, these traits allow you to uniquely market yourself over the telephone so that you can inspire your prospect's curiosity and reduce their resistance. Are you interested in finding out more about Mr. Cold Call? Then sign-up for his weekly cold calling tips at www.mrcoldcall.com

Understanding Telemarketing Advantage

Writen by Rosette Siriban

What is telemarketing?
Telemarketing is the process of marketing goods, advertising services or customer service over the telephone. It is classified into two; inbound and outbound telemarketing. Inbound telemarketing is any incoming sales or service from viewers and listeners who want to order the advertised product or ask for more information. Some inbound applications are order taking, customer service, help desk and many more. An outbound telemarketing on the other hand, is the practice of making phone calls to prospects or existing customers done by a marketing person. Some outbound telemarketing applications include phone sales, appointment setting, lead generation and many more.

Knowing the Advantage
When you hear the word telemarketing, the first thing that gets into your mind would be a telephone or sometimes, a telephone ringing, right? But when you hear the phone rings, your usual reaction definitely is to answer it. You can't deny the fact that the ringing of the phone alone would get your attention instantly and you would seldom ignore it.

Radio promotions and advertisement including billboards, newspaper and magazine ads or even direct mail demand slight or no interest at all. They can be forgotten once you have heard it, read it or seen it. They can all be disregarded and ignored but not telemarketing. Telemarketing acquires an immediate answer. This is the primary advantage of telemarketing. With this advantage, telemarketing establishes a conversation right away. Having a two-way communication is very productive. It is easier for the client to get the message or understand the product and the most important of it is that all questions can be answered promptly. It can even lead to a sale in an instant.

Another advantage of telemarketing is that telemarketing is available 24/7 at 365 days a year. With this kind of service, telemarketing allows you to answer your prospects' questions, address their concerns, and overcome their objections. It is also the only marketing medium that allows you to adjust and make any changes with the strategy anytime necessary to increase results. An example of this is constantly changing or editing your sales script. You can even change your calling hours. This can be done as long as you gain results with it which results into another breakthrough, flexibility.

Understanding the Advantage
With its availability and commitment, telemarketing provides client with direct response and essential information that can be promptly scrutinized. Telemarketing is definitely flexible, definitely practical because it provides you with never-ending opportunities and possibilities to increase and enhance your business. Having these advantages proves that telemarketing is truly an ultimate marketing instrument.

This article was originally written by Rosette Siriban, SEO & Content Writer of Priousol, Inc., premier provider of outsourced communication and marketing solutions, specializing in search engine optimization, web designs and web development, inbound - outbound telemarketing and customer service, data encoding and back office support.

Priousol, Inc. Prime Outsource Solutions:: Your Global Outsource Partner. Outsourcing Online Services and Solutions
http://www.priousolinc.com
Mail to: info@priousolinc.com; marketing@priousolinc.com
Copyright 2006 PRIOUSOL, INC.:: Prime Outsource Solutions, Inc. :: All Rights Reserved.

Telemarketing Call Centers

Writen by Damian Sofsian

Among other things, telemarketing call centers specialize in appointment setting, telesales and market research programs. Generally, progressive technologies are used in telemarketing call centers. Telemarketing call centers are highly dependable for business organizations that aim at outstanding performance. Offshore centers are ideal for inbound telemarketing call centers, whereas onshore centers are best for outbound telemarketing call centers.

The fully automated, state-of-the-art call center equipments and custom software at telemarketing call centers enable them to field thousands of calls daily with a high degree of professionalism. Telemarketing call centers with ample experience, well-mannered service and advanced technical capabilities never fail to attract customers.

These call centers are keen on using technical skills and effective expertise during inbound/outbound call processes. Telemarketing call centers help to reduce costs and increase revenues. These call centers are a leading provider of offshore business centers and business process outsourcing services.

Research shows that the turnover of telemarketers is higher than that of any other career. Many businesses establishments do not have the resources to develop their own telemarketing call centers. So they outsource this process to professional telemarketing companies. This requires less financial backing compared to creating a call centre by themselves. By outsourcing, the training process can be bypassed and you get an experienced and efficient telemarketing team immediately. These professional telemarketing companies can provide low cost services.

Telemarketing call centers are generally set up in large rooms, with workstations that include several computers, telephone sets hooked into a large telecom switch and one or more supervisor stations. Most telemarketing call centers can stand by themselves, or be linked with other centers.

Call Centers provides detailed information on Call Centers, Inbound Call Centers, Outsourcing Call Centers, Conference Call Centers and more. Call Centers is affiliated with Call Center CRM Solutions.

Five Tips For Making The Phone Your Semiautomated Income Generator

Writen by Kelly Araneda

We humans are a funny breed. We whine and complain about being lonely and neglected in this increasingly impersonal world. Yet we have insatiable cravings for automated, instant processes and services. We want what we want, when we want it, without having to talk to anyone or answer any questions. Right?

Successful Internet business owners are perfectly aware of the paradox and have prospecting/selling systems that cleverly meld the need for both human interaction and automated function. No matter how automated your online business may be, adding that ounce of human touch is sure to increase sales and signups by huge margins.

As much as we were hoping to be rid of it, the telephone just might be your best friend when it comes to building human relationships with prospects. That's right. Just when you thought you had automated yourself past the need for a telephone, you find yourself needing it more than ever. The following 5 tips and power phrases will help you use the phone as nothing more than another tool for automating business. Do not use the phone to sell. Let the phone be your semi-automated income generator.

1) Presenting Yourself on the Phone

When approaching your prospect on the phone for the first time, they must immediately sense your positive energy and desire more of it. If not, they will quickly be rid of you. Avoid the monotone telemarketer voice that is flat and devoid of life. Your voice must convey sustained enthusiasm (as opposed to over the top insanity) as well as a measure of genuine concern. This takes practice. Start by noticing how others talk to you on the phone. Learn from the telephone voices that are able to hold you on the line. Also, you are the best at being yourself, so there's no need to try to imitate other people that you may consider successful at telephone prospecting. Let your own personality and traits come through rather than trying to put on a false front.

2) Find Out Their Interest Level

The first goal of your interview with the prospect is to learn their interest level. This will allow you to weed out the tire kickers from the serious money makers right from the start. Try this line with your prospect: "I see you are interested in starting an internet business and making money from home. Is that still true?" This powerful phrase does two important things for you. First, it lets the prospect know that you are already aware that they have taken some kind of action to express their interest. Second, because they know you have this information about them, it's difficult for them to turn you away or deny their interest.

3) Take Control of the Conversation

At this point the prospect may try to rush you to your point and impatiently demand a 3-word description of what you're offering. Take a breath and try these key phrases in any combination that works well for you: "Well, let me tell you how I work. First, I need to know if you're serious about making money online from home so that we don't waste each others' time. If you are serious, I've got something absolutely phenomenal to share with you. If not, then that's okay and we still part friends."

This is powerful! It let's you take control of the conversation and conveys that you will lead them through the information gathering process with your professional expertise. However, it also removes the pressure by providing an out for the prospect. Yet at the same time, the prospect intuitively wants to prove him/herself as a "serious" candidate. I mean really! Who doesn't want to make serious money online from home? You are now in a position to explain what the prospect must do next to become more informed about your offer. This is when you use your phone to "automate" the sales process and refer them back to your site to take appropriate action. Perhaps you need them to watch an online presentation, submit a form, review a product, take a survey, etc.

4) Get the Prospect to your Site Immediately

Like I said, we want the phone to be a part of our automated system. We do not want to use the phone to sell. While you've got them on the phone, ask if they can simultaneously be on online. Most prospects can. Direct them to your site and show them the information they need to absorb.

5) Call them Right Back!

Now, you can hang on the line while they watch, but I prefer to give them a few minutes and schedule a call back within the next 10-15 minutes to get their reaction. This removes some of the pressure and again lets their defenses down. When you've got them back on the line for the second time DO NOT TRY TO SELL. Let your automated system do the selling. Remember, you're there just to add the human touch. You can even try this line, "Look, Bob. I'm not here to sell you or close you on this. I'm not going to ask you to put down any money or sign any forms. I just want you to get fully informed because I'm convinced that this is the best (name your product) on the market and I'm confident you will think so too. And if you're serious about using this opportunity to make money online from home then I'm sure we'll have a long and prosperous business relationship. So here's what I need you to do now." Again, you're in a position to redirect them to the final stage of action that will bring them closer the sale. Refer them back to the site for this final action.

In my case, all I have to do is direct them to a call back request form where they submit some details. One of our team leaders follows up with my prospect all the way through to closing. The professional sales team does all the work for me and then notifies me when I have money coming in! Talk about the perfect blend of automated sales and human relationships!

Bonus Tip: If you're still not convinced that the phone can be your semi-automated friend, then consider adding a live chat feature to your web page. This allows your visitors to contact you with questions while they are still at your site! That is extremely powerful and instantly adds a human touch to the sales process. Most live chat features also allow you to be proactive and approach a browsing visitor with a friendly, "Hello there. Let me know if you have questions!" Currently, zazachat.com is offering FREE live chat services for any website while they are beta testing, so give them a try. The only negative to this approach is your required presence at the computer to make it effective. If your chat feature is consistently "offline" then visitors will possibly feel neglected or even conned.

In summary, remember that while your business may be fully automated and can generate sales without your personal touch, using the phone to add that ounce of human contact can greatly increase your profits! Your goal is not to sell them on the phone, but to enhance your automated system's performance by referring them back to your site and encouraging them to take action. For tips on automating any online business with a top notch marketing portal that allows for up to 7 streams of income visit www.bringthebucks.com

As Seen on CNN and the Discovery Channel www.BringTheBucks.com

The Dos And Donts Of Cold Calling

Writen by Kevin McLaren

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 client stopped buying from you today! Well, I think we all know the answer!

Here are some common sense "do's and don'ts" to help you set more quality appointments on cold calls:

1. Learn about your prospective client first

The more you know about your prospect before placing a cold call and speaking with them, the better your chances of an appointment. It will help you prepare a more customised opening and better questions, plus it impresses the prospect.

Conversely, if you have to ask, "Mmm, what does your business do?" you could be labeled as a time-waster. Your main objective with the initial call is to get information on the company and get a name of the person who makes the decisions.

Even before you make that initial call, do some research on the internet - if the company has a website (not many these days do not), have a look and see what they do.

You can work with the screener or anyone who answers the phone, or you could actively speak to a department where you know you will get relative information that can be turned into a client's need.

"I hope you can help me. First, I'm looking for the name of the person there who deals with the training requirements of your company. (After getting the name, continue.) Thank you. So I'm better prepared when I speak with them, there's probably some information you can help me with, first."

You could get almost all of your qualifying questions answered by people other than your decision-maker on your cold calls.

2. Don't send information before the cold call

Busy decision-makers toss unsolicited, bulging packages of literature with form letters (regardless of how many times your word processor mail merged their names into the body). Starting out a cold call with, "I sent you a letter, did you get it?" rarely elicits a response like, "Oh, yes I did. You're that guy. I want to meet with you!"

3. Don't believe cold calling is just a "numbers" game

The lottery is a numbers game. Cold calling for appointments is a quality game. Approach each with an attitude of accomplishment and desire. Don't burn through the list of prospects as fast as you can with the expectancy that your number will be drawn eventually.

4. Don't ask for a decision in the opening of a cold call

Never open the call by including the silly phrase, ". . . and I would like to drop by Tuesday at 2:00, or would 4:00 be better?" People are resistant when faced with decisions before they see any value. Also avoid the equally inane question, "If I could show you a way to ___ , you would, wouldn't you?" No one likes to be "techniqued." The only way they'll consider investing time with you is if they see some value in doing so.

5. Do have an interest-creating opening on your cold call

Here's one you might be able to adapt:

"Ms. Bigg, I'm ____ with ____. My company specialises in (fill in with the ultimate result customers want and get from you, i.e., 'helping organisations improve the efficiency of their company by developing the skills of their workforce'). Depending on what you're doing now, and your objectives, this might be something worth taking a look at. (Now you ask permission to continue the call) - I'd like to ask a few questions to see if you'd like more information."

6. Do ask questions on the cold call

Some people suggest that you should go for the appointment on a cold call quickly and never divulge information. No! Those are likely people who are insecure with their (in)abilities to communicate by phone. If someone doesn't have potential, I want to find that out now from my office rather than wasting time setting up a meeting to learn the same thing. And if the prospect is qualified and has interest, I can pique their curiosity a bit by phone and pre-sell them on what we'll speak about when I arrive. For example:

"Pat, based on what you told me, it looks like you could show quite a significant labor savings with a system like ours. The best thing to do would be for us to get together so I can ask a few more questions about your operation and show you some of our options to see if we have a fit. How about next week?"

Then narrow down a convenient time for both of you.

7. Do make a confirmation call after the cold call

Some might suggest this gives them a chance to cancel. That's right. And if they're of this mindset, they either wouldn't be there when you did arrive, or they wouldn't give you the time of day. A phone call gives you a chance to address either situation and save time.

8. Do keep cold calling

And don't let a "no" get you down. The last call has nothing to do with the next unless you let negative feelings strangle your attitude. Talking to people generates income, but avoiding the phone, stuffing envelopes and walking around do not. Set a secondary objective, one you can accomplish on every call, such as simply qualifying someone as a prospect or not, so you can have a success of sorts on every call.

Kevin is co-founder of Blue Eskimo Solutions and has had a successful track record in business management, sales and marketing for over twenty years. Kevin spent ten years with Bass plc where he held various senior positions within operations and general management. For the last ten years Kevin has enjoyed a very successful career working in the IT training industry with companies such as Informatics Group, as business development director, and at QA Training where he served first as e-learning director then sales and marketing director helping the company achieve some £45M revenue per annum. Before setting up Blue Eskimo, Kevin was also the managing director of Vizual Learning plc a subsidiary company of OneClickHR plc delivering HR software solutions.

http://www.blueeskimo.com

Sail Past Call Sentries By Volunteering Information

Writen by Dr. Gary S. Goodman

There is a right way and a wrong way to try to get a prospect on the phone that is guarded by a secretary or another sentry.

The wrong way is to start the call by asking, "Is Mr. Smith in?"

Who wants to know? Does he know you? Have you spoken before? Are you selling something?

The same type of response is provoked by the polite question, "May I speak to Mr. Smith, please?"

Some brash intruders try to demand: "I need to speak to Mr. Smith!"

Again, they're likely to be shot down by call sentries.

To get through, we need to communicate the idea that we deserve admittance, using the equivalent of a "password" so the gate will be lifted, and we'll be allowed to pass through.

One way to signal that we warrant cooperation is to disclose vital information in advance.

"Hello, Gary Goodman, with Customersatisfaction.com, for Bill Smith please; thank you!"

In one economical phrase I've told the sentry my name, my company, and the person with whom I wish to speak. I've sounded polite, professional, and firm, even thanking the person, in advance, for his or her cooperation.

This line, by itself, will get you in much more often than the alternatives, listed above.

But you may need more ammunition, and that I'll provide in future articles.

Dr. Gary S. Goodman, President of Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service. He is a frequent guest on radio and television, worldwide. A Ph.D. from USC's Annenberg School, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations in the United States and abroad. He is headquartered in Glendale, California, and he can be reached at (818) 243-7338 or at: gary@customersatisfaction.com.

Sales Success Tips Secrets To Cold Calling

Writen by Greg Beverly

Is cold calling a part of your lead generation process? If so, then this article may contain the secret to doubling or even tripling your appointment rate. Let me give you an example. I received a cold call from a stockbroker just the other day. With his name and the name of his firm changed to protect their privacy, here was his opening statement: "Mr. Beverly, My name is John Smith. I am with XYZ Financial Services. We are a full service brokerage firm and offer everything from stock, bond and options trades, to banking relationships such as CD's, checking and loan services. Our investment advisors are recognized as some of the best in the business. I would love to have the opportunity to sit down with you to discuss how we could help you get the most from your money."

What do you suppose my response was? "Well, Mr. Smith, I do appreciate your call, but I currently have a brokerage firm that provides all of those services." "I understand," he said, I have found that we are able to offer our clients excellent customer service. I'm sure you are interested in great service aren't you?" I said, "I certainly am. I get good customer service from my firm now and wouldn't be interested in changing, but thank you for calling." "OK," he said, "but if you change your mind be sure to give me a call."

Now, I'm sure many of you are looking at this and thinking, "That's terrible. I would never make that many mistakes." But you might be surprised. How many of us start our conversations with prospects by telling them all about our company and our products? It may sound gross, but I call this "puking on your prospects." In most cases it is about as welcome as that. Telling me that your firm has been in business for 50 years, or that your service is "second to none," or telling me about all of your wonderful products does nothing for me except make me want to get rid of you.

Now, let me tell you what would have gotten my attention and when applied to your product or service will get the attention of your prospects. How about this instead, "Mr. Beverly, this is John Smith with XYZ Financial Services. I wonder if you could help me for just a moment? (This may be the most important question in your opening. You will be amazed when 87% of your prospects agree to continue. Be sure to wait for a response. When you get the yes, you have just received permission to tell them what you can do for them.) My company specializes in helping our clients achieve returns superior to those they have achieved in the past, while minimizing their tax liability. If you have just 2 minutes, I would like to ask you a couple of questions to see if there might be a reason for us to have a more in depth discussion." You'll get 82% affirmative here. Now, you have asked for and received permission to gather information about your prospect. No phony promises, only the promise to find out more about your prospect so that you can deliver the best possible solution to their needs, rather than a canned product or service that you provide to the masses.

The reason that this works so well is that you have indicated an interest in your prospect, and they have given you permission to do so. This works exactly opposite of the "puking" method which tells your prospect that you have no other agenda than to sell what you have to offer, regardless of their needs. You have successfully brought down the wall that sprang up immediately after your prospect realized he was speaking with a sales person. While the wall may not completely disappear, at least you have lowered it enough to begin a relationship, which will in turn give you your best opportunity to find his needs and wants and meet them with your product or service.

WIFM, or "what's in it for me," is the key here. Never forget that particularly on that initial contact, your prospect could not possibly care less about your company or your products. He only cares about how it is going to change his life for the better. Be prepared to answer that question or be prepared to underachieve in your sales career.

Greg Beverly, CPA, MBA has been working with sales professionals for more than 21 years to help them double, triple or even quadruple their current sales. If you would like to see your sales soar to heights you have only dreamed of in the past, then you owe it to yourself to visit his website at http://www.salessuccess.yougethelp.com

Reasons Why Telemarketing Is Still An Effective Sales Tool For Many Businesses Today

Writen by Jeffrey Meier

The use of telephone to carry out marketing campaigns is called telemarketing. Marketing has come a long way, from selling stuff door to door to using internet and telephones. Telemarketing is a huge success today where goods and services are marketed directly to the prospective customers. It is also the use of telephones to receive the orders and any inquiries relating to the advertisement and promotions carried.

There are two types of telemarketing-Outbound and Inbound telemarketing. In outbound telemarketing the marketer calls up all the prospective or existing customers to campaign for the new products and services, generate and qualify leads, prompt them to visit stores and showrooms and set appointments and also provide information to existing buyers on hot and exciting deals. So the efforts here are proactive whereas in inbound marketing the efforts are reactive where the respective agent takes orders for the products and also processes inquiries and request made by the customers. Here you publish, display and mention your phone numbers in catalogs, direct mail, emails, faxes, print ads, on websites and radios and televisions to boost revenues.

Categories of Telemarketing:

Telemarketing can be classified into two main categories:

1. Business-to-business

2. Business-to-consumer

Business-to-business telemarketing: This type of marketing depends on outbound telemarketing to get as many customers as they can, qualify prospects and pass hot leads to sales representatives and deal closers. It also relies on inbound telemarketing to make follow up by the selling agents, close sales and to process orders.

Business-to-consumer telemarketing: The consumers depend on the outbound as well as the inbound telemarketing to purchase stuff and products launched. Inbound telemarketing helps them to know about the products and can clear up any queries they have about the products they want to purchase. Outbound marketing helps reach all the existing and prospective consumers to market about the products.

There are two broad divisions within these two categories-Lead Generation and Sales. In Lead generation the main aim is to get information and in sales the aim is to sell something to someone. The supply of the products totally depends on the demands which are created by advertising for the products, publicity and the efforts of the sales group.

Telemarketing can be carried from the company's office or even from your own house if you want to sell your own product. Telemarketing usually involves a two call process to make it effective-Calls that are made to determine the needs of the prospective or existing customers and the calls that are made to motivate them to buy the products.

Negative aspects:

However despite of all the advantages, telemarketing also has been associated with number of scams like overpricing products or services fraudulently and also multilevel marketing. The identification and past buying history of prospective buyers are obtained by various means even from another company's database or telephone directory. This is to find out those prospective buyers most likely to buy the products and persuade them to send money to the scheme. This way they make unsolicited calls using high-pressure sales techniques which can sometimes be very annoying, so telemarketing has got the bad name of unethical business practice.

Now, consumers can indicate if they not want such calls being made by implementing "Do Not Call" listings. In case you get calls from any companies despite of that the company would have to pay heavy penalties.

Jeffrey Meier of Jam727 Enterprises offers more detailed information on Telemarketing at http://www.jam727.com/Telemarketing/telemarketing/index.html Please visit our website at http://www.Jam727.com for many articles on a wide variety of subjects.

Top 10 Tips For Cold Calling Success

Writen by Gavin Ingham

At some point or other every sales person has to cold call. Whether it's ringing totally new clients, chasing leads, gaining referrals, networking or following up on a conference card handed in it's not something that many salespeople are that comfortable with.

Being able to cold call confidently, professionally and effectively will not only open up more potential business for you it will also allow you to feel more in control of your own destiny and much more empowered. Here are my top 10 tips for cold calling success…

1. Plan and prepare your opening statement.

The more individuals I train the more important I think this is. I have made tens of thousands of calls and listened to far more. Whether cold or indeed warm calling the biggest problem by far is lack of client engagement. This can be down to several factors but by far the most significant is a failure to plan and prepare a decent opening statement.

An opening statement needs an introduction, a hook (what's in it for client) and a bridge to your questions or your close. Without these it's impotent. Make sure that the benefits you offer are a) really benefits and b) relevant to the person you are speaking to and not just you! My top tip would be to imagine your self in your client's shoes and then ask, "What will this call potentially do for my business and why should I care?"

2. Get into the right state of mind and expect success.

Unmotivated people to not make good salespeople. Let's face it, who would buy off someone who didn't appear to believe it themselves. When I train teams I am constantly amazed at the number of salespeople who pick up the phone expecting rejection. It doesn't seem to matter whether they are making cold calls, customer care calls or follow up calls … only a small percentage of top performers absolutely expect success.

Attitude and mindset are infectious. Clients know within seconds whether you are congruent with your message or not. I once did a verbal survey with my clients asking them why they bought from me in the first place. The overwhelming (and surprise at the time) answer was, "It felt like the right thing to do!"

Expecting success is a crucial part of your success.

3. Know WHY your need to do this.

On a day to day basis most of us forget WHY we are doing certain things. We find ourselves cold calling because we have to or because we are told to. If you want to make change in your cold calling habits then it is going to require some commitment, some focus and some persistence. The best way of leveraging these attributes from your self is to ask yourself, "Why is cold calling important to me? What does it do for me? How does it link to my goals and my dreams?"

When coaching individual sales people on teams I can usually tell who will act and who will not and it's usually down to whether the individual has a need or a want or not. Holding your self to a higher standard is hard if you have no reason to so spend some time and work our why cold calling is important to you right now.

4. Practise delivery focusing on pace, pitch and tone.

When I listen to sales calls I am frequently shocked by the message within the message. In face to face sales 55% of the message is non-verbal. On the phone, this element is missing and this means that the message consists only of the words and how you say them. Whilst the words are vitally important the way you say them will be directly linked to your success or ultimate failure.

Having listened to thousands of calls I can honestly say that the message behind the message for most calls is … "I'm bored, tired and putting in the numbers and you're probably tot say no anyway!". Would you buy from someone was saying this to you?

Get someone you trust to listen to your calls and give you feedback on pace, pitch and tone. What message are you sending out?

5. Plan and prepare relevant questions.

Questions and client interaction are paramount for selling. Most salespeople think that they are good at questioning. Most are wrong. Planning and preparing good questions is something that all salespeople should do regularly.

Questions are incredibly important because they focus the mind. This is as true when talking to others as it is when talking inside your own head! Most of us put the focus in the wrong place both internally and externally by asking the wrong questions.

Imagine ringing a new client, introducing yourself and giving a few benefits. They're listening but they're not on board yet!! Now imagine asking questions uch as, "Does that sound like something that would be of interest to you?" and "Would you be interested in meeting up then?"

These questions are an absolute waste of time and the resounding answer that you get will be, "No!".

Questions need to focus the client's mind on something that you would like them to think about such as, "Have you ever had any difficulties…?" or "How do you currently…?"

6. Have your support tools to hand.

Part of being professional is being prepared. When you get on the phone you need your diary, notes, paper and pens to hand. I cannot count the number of times I have watched a sales "professional" start to close for a meeting and then realise they don't have a diary open on the desk or on the computer. One long pause later… rapport and meeting lost!

Expect success, work out what support tools you need to be successful and make sure that they are to hand.

7. Divert calls and minimise disruptions.

A recent survey studying working habits suggested that the average worker actually works for less than 3 hours in an average working day. This seems quite high to me! Most people seem to find so many extraneous and irrelevant tasks to do that it's a wonder they ever get anything done. To be a sales superstar you need to work out what activities bring you success and then set aside time to do them.

Work out your ratios and then work out how many calls you need to make to achieve your personal goals. Once you've done that get on and do it. Most salespeople actually spend too much time "on the phone"… the problem is that they're not focused enough when they are on the phone. Try turning off your mobile, diverting all calls and asking not to be disturbed. Get your self energised and prepared and then make 45 minutes worth of top quality, proactiver calls. You'll be amazed by how much you can achieve in ¾ of an hour!

8. Set clear objectives for your session.

Many salespeople make calls without any objectives or goals. This is a complete waste of time. You need to plan and prepare for all proactive sales sessions. Pre-decide on your activities and how you are going to measure them. Set realistic objectives and targets and stick to them. Only this way will you be able to improve and grow.

9. Don't put your phone down.

Whether cold or warm calling it's important that you keep the energy flowing when you are making proactive calls. It's too easy to get distracted, start doing something else or take ever increasing breaks between each call.

One very effective way of achieving shorter break time and therefore more proactive energy is to not put the telephone down between calls. Not only does this work but you also save on the psychological energy of having to pick the phone up again every call!! I also recommend that wearing a headset increases the work rate of nearly all telephone sales people

10. Master your physiology.

Your physiology is the way you use your body… your posture, movement, facial expressions and breathing. Changing your physiology changes your state. If you were to walk into a room full of salespeople on the phone you would instantly know if they were "up for it" or not by the way they were sitting, moving, talking and so on.

Take a moment to think about your physiology now. Think about the best telephone call that you've ever made… How were you sitting / standing? How did you move? What were your facial expressions? Voice patterns? How did you hold your head? How was your breathing? Did you use a headset / handset?

Get your log-book and make a note of your findings. Over the next week I want you to concentrate on starting all of your telephone sessions from this physiology and maintaining it throughout. If you find your physiology changing then get yourself straight back into the right physiology. Remember that doing this in front of the others in the office at 830am in the morning could feel unnatural… and so will the extra commissions when they roll in but I think you can cope with that!!!

So that's it. 10 top tops for being a great cold caller and a better salesperson. If you want to know more about cold calling or develop any of these strategies in more detail then have a look at my website...

For the last 10 years, Gavin Ingham has been helping sales people to explode their sales performance by turning self-doubt, fear and lack of motivation into self-belief, confidence and action. With his inspirational approach to sales performance and motivation Gavin combines commercial experience, personal excellence and communications technologies in delivering personal and business sales success.

Visit http://www.gaviningham.net now to join Gavin's free monthly newsletter packed full of sales secrets, strategies and tactics. Join now and get Gavin's ground-breaking 9-part objection handling course absolutely free.

Power Language For Appointmentsetting

Writen by Wendy Weiss

1. Use power language: "The solution is…" rather than, "I believe the solution is…"

2. Never use the word "appointment" when trying to set one. Instead, use the word "meeting." "Meeting," sounds more professional and more important. "I would like to meet with you…"

3. Use directed words to reach your prospect. When you ask to speak with your prospect, say,: "Jane Jones, please," and not, "May I speak with Jane Jones?" The first sentence conveys authority; the second asks permission.

4. Use directed words (and open-ended questions) to gather information. Ask, "Whom should I speak with?" and not, "Do you know who I should speak with?" The first conveys authority, and whomever you are questioning, if they know, must answer with a name. In the second sentence, the response could simply be "yes" or "no."

5. Whether trying to ascertain a good time to call your prospect back or trying to schedule a meeting, it is a good idea to give alternate choices. "Is this afternoon good, or would tomorrow morning be better?" It is much easier for your prospect to decide "when" rather than "whether."

6. "I'm just calling…" Eliminate the word "just" from your vocabulary. That little word "just" is an apology. It says that your call is not important and that what you have to say is not important. Simply tell your prospects and customers why you are calling. That is enough.

7. "…we will hopefully achieve…" Hopefully? No one pays you to "hopefully" do something. They pay you to do actually do it! Tell your prospects or customers what they will achieve or should expect to achieve.

8. Be clear and to the point. You are telling your story to a stranger who has never heard it.

© 2005 Wendy Weiss

Wendy Weiss, "The Queen of Cold Calling & Selling Success," is a sales trainer, author, and sales coach. Her recently released program, "Cold Calling College", and/or her book, "Cold Calling for Women", can be ordered by visiting http://www.wendyweiss.com Contact her at wendy@wendyweiss.com. Get Wendy's free e-zine at www.wendyweiss.com

A Bad Call Start To Finish

Writen by Art Sobczak

The sales rep began her call to me with, "I'm ____ with _____. I'm wondering if you received the fax I sent to you yesterday?"

"I dunno. I get lots of faxes."

"It was about mailing lists."

"If I didn't request it, and it didn't look interesting, I probably threw it away."

"Oh, well let me fax you another one."

"No, just tell me what it is."

"(flustered) Well, we sell very responsive mailing lists that would work well for you."

"Oh, really? How do you know?"

"These are very responsive lists?"

"What are they?"

She went on to describe several different lists, none of which would be worth the investment for me. And I told her so.

"Oh, but they're responsive," she argued.

"Look, how can you say they'd work for me when you haven't asked me what I mail, who I target, and what type of return I need?"

"We know these lists are responsive. They're lists of businesses that have just undergone some type of major change."

"That's not what I'm looking for."

"Well, the lists work well for printers, people selling exhibit space . . ."

I ended the call. Couldn't take it anymore.

Analysis Where do I begin? This woman was the poster child for bad calls. Let's examine why.

Unsolicited, Untargeted Faxed Material. First, sending seven pages of unsolicited stuff via fax, all of which was irrelevant, was a mistake. People get annoyed with "junk faxing" because not only are they not interested in the message, but they have to pay for the paper! She could have called in advance, spoke with my assistant, Tricia, found out what we do and who we mail to, and then, perhaps have tailored one page of info targeting my specific interests.

The Opening. Beginning with a reactive question about whether someone received anything you sent invites disaster. Even if you do send something in advance, don't make that the basis for your call. Do ensure that it piques enough curiosity so they'll remember something about it during your opening.

For example, "I'm Pat Davis with ABC Lists. My purpose for calling is that we specialize in helping mailers get profitable results by providing responsive lists for their offers. I understand you target inside sales departments and specifically look for proven sales training product and service buyers, is that right? If I caught you at a good time, I'd like to ask a few questions to see what lists we might be able to recommend that would work well for you."

Presenting Without Questioning. As is usually the case, presenting without knowing anything about the listener means you're simply pitching what you want to talk about. It's like junk mail mass-spewed to "Occupants," contrasted with handwritten notes to a dear friend.

Even though I dropped hints in a futile effort to get this caller to question me, she didn't get it. For example, when I told her that the lists she mentioned wouldn't work for me; she didn't ask what would work for me.

When I specifically said, "That's not what I'm looking for," she didn't respond with, "What are you looking for?" This one question could have given her virtually everything she would need in order to get a clear understanding of the types of lists I desire.

Arguing. As I always say, salespeople create more objections than were there previously by talking too much. That's what she did. And then she tried to actually justify the value of her lists, which was laughable, since she knew nothing about me! Further, her efforts made me confrontational-not the state of mind you want a prospect in.

The best thing I can say about this call is that it gave me great material for a list brokerage client I conducted training for.

Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating morale-killing "rejection. To get FREE weekly emailed TelE-Sales Tips visit: http://ww.BusinessByPhone.com

Top Telephone Consultant Cites A Big Cold Calling Hangup Fear Of Beginning At The Beginning

Writen by Dr. Gary S. Goodman

Zen practitioners make a big deal out of something utterly simple: the need to cultivate a beginner's mind.

By this they mean we need to have a state of mind free from preconceptions, judgments, biases, confusing abstractions, and other concerns if we want to do our best.

Athletes cal this frictionless mental state, "The Zone" and the feeling of doing only what you're doing without distractions, as being "Locked-In."

When we have a beginner's mind, also called no-mind, literally we don't mind doing what is in front of us to do, whether it is making our beds, enjoying the entrée without thinking about desserts, or listening to that customer who is in pain about the performance of one of our products.

If you're in sales or telemarketing or you're simply looking to hustle up some new business as the head honcho of your own firm, you need to have a beginner's mind.

Cold calling requires it.

You can't afford to be thinking:

(1) About the things you'd rather be doing, or what came before;

(2) About the odds of truly getting new business this way;

(3) About how easy it is to send our brochures and wait for clients to come to you; or

(4) About anything that will pull you away from this task.

There are tons of reasons people shy away from making cold calls, and I recite many of them in my books and articles.

But, in the spirit of the Zen folks, one of the most daunting obstacles is what I call the Fear of Beginning at the Beginning.

Cold calling means introducing yourself to strangers and making an offer to them, to see you for an appointment, to receive more information, or to actually say yes and buy a product or service during that initial encounter. Some folks find the challenge of walking up to a stranger and introducing themselves, socially or for business, utterly daunting, and it doesn't help many of them that they're doing it through phone wires or microwaves.

They can speak volumes about themselves and their products, but they feel at an utter loss distilling all of this detail into an attractive sound bite.

This isn't that surprising. A second date with someone you want to be with is always easier than the first, and the first date is always easier than striking up initial interest and asking for a phone number.

I've worked with lots of sellers who need no help whatsoever seeing people face to face or delivering a great presentation.

They break into a cold sweat over the idea of saying hello for the first time, and being called on to warm up strangers in a matter of mere seconds.

Happily, when they learn to have a beginner's mind, and they really get into the NOW, most of their issues and failings melt away. They discover to their delight that what was a cold stranger suddenly becomes a hot prospect, providing they do the right things, one at a time, without trying to make a Hail Mary pass or an end run on 4th and long.

Best-selling author of 12 books and more than 900 articles, Dr. Gary S. Goodman is considered "The Gold Standard"--the foremost expert in sales development, customer service, and telephone effectiveness. Top-rated as a speaker, seminar leader, and consultant, his clients extend across the globe and the organizational spectrum, from the Fortune 1000 to small businesses. He can be reached at: gary@customersatisfaction.com.

Five Tips For Developing An Irresistible Telephone Presence

Writen by Dr. Gary S. Goodman

Most people simply don't know how to put themselves across by telephone.

Face to face, they're fine. They dress well, make eye contact, deploy a firm handshake, carry a snazzy briefcase or folder under their arms, present crisp business cards, and smile warmly.

Look back at this paragraph.

The person who puts himself across face to face has a lot of props on which to rely, don't you think?

When we're on the phone, we have to prompt ourselves to use the tools that are available to us.

Here are five tips for enhancing your telephone presence, your credibility and your overall effectiveness.

(1) Speak slowly. The tendency is to speed up when we're nervous. When we do, we sound like undeserving amateurs.

(2) Speak clearly, enunciating your words more than you normally do. Many people are in the habit of slightly slurring their speech, which is barely permissible face to face because there, people can read our lips and interpret our gestures and facial expressions.

(3) Smile! Folks aren't in front of you, true, but you still need to seem nice, open, and friendly to be accepted graciously.

(4) Write out your opener, the first words you plan to say. Rehearse it, off the phone, many, many times. This will make you sound professional and organized, and therefore, credible.

(5) Be prepared to deliver succinct, but meaningful messages to secretaries and to voice mail. Again, scripting these morsels helps a lot.

You don't have to be present, in someone's field of vision, to have telephone PRESENCE.

Implement these five tips, and you'll be on your way to being able to come across as big as life, over the phone!

Dr. Gary S. Goodman, President of Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service, and the audio program, "The Law of Large Numbers: How To Make Success Inevitable," published by Nightingale-Conant. He is a frequent guest on radio and television, worldwide. A Ph.D. from USC's Annenberg School, a Loyola lawyer, and an MBA from the Peter F. Drucker School at Claremont Graduate University, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations in the United States and abroad. He holds the rank of Shodan, 1st Degree Black Belt in Kenpo Karate. He is headquartered in Glendale, California, and he can be reached at (818) 243-7338 or at: gary@customersatisfaction.com.

How To Cold Call With Integrity

Writen by Ari Galper

You probably never tell potential clients your real goal in calling them, but you don't need to. They're already aware, because we're all sensitive when the phone rings and it turns out to be someone we don't know.

In the old traditional training, we learned the latest techniques for making a sale. We talk to "prospects" rather than with people. And we "guide" conversations along rather than letting them unfold naturally.

The way we do this sometimes might even be called a bit manipulative. After all, we're relating to another person while holding an ulterior motive of making a sale.

Where does honesty and integrity fit into this scenario? Well, most of us honestly believe in our product or service. But beyond that, we carry a somewhat artificial persona when we're cold calling. We talk with people for the primary purpose of making a sale, and we're not really interested in them or their world.

Doesn't this make you feel uneasy at times? It does to me.

So let's discuss some ways we've been trained in the traditional sales mindset that feel artificial and dehumanizing, and ways we can overcome them.

1. We intrude upon another person uninvited, with the goal of making a sale. It's against our nature as human beings to create uncomfortable situations. We have a natural instinct for courtesy and connection It's usually hard for us as regular people to call uninvited, because on some level it feels discourteous. We can change that by changing our goal. What if our goal is not to make the sale, but to find out if we can help someone? This shift makes us more relaxed. And it keeps us in harmony with personal integrity.

2. We project ourselves as personable and friendly, while also holding an ulterior motive for securing a sale. There's an inner conflict with integrity when we find ourselves using our connections with others for self-gain. So we can bring ourselves back into honesty and truthfulness by shedding ulterior motives entirely.

We do this by focusing on whether we can provide something that will benefit another person. We find out if they have a problem we may be able to solve. And if it turns out we can't help with our product or service, we graciously accept the outcome. By being honest and not playing a role, we find ourselves really liking what we do. And when our "ulterior motives" are simply non-existent, people are more open to trusting us.

3. When we meet someone new, we immediately talk about ourselves and what we have to offer. It's actually not normal for us to start an interaction by launching into a self-focused monologue. As regular people, this just goes against our grain. Common courtesy dictates that initial conversations be dialogues, not monologues.

In normal conversations we would feel self-absorbed if we primarily talked about ourselves and what we have to offer. Yet in the traditional cold calling situation, it's an accepted "norm." We've been trained to read a script, follow a strategy, or give a sales pitch.

This really isn't the way we'd like to relate to people, but it's the way we've been taught. We can break out of this artificial game of sorts by just being ourselves. Integrity and truthfulness means being authentic. We begin cold calling conversations with a natural focus on the other person. We find out their needs, and respond with genuine interest.

4. We "rev up" in an artificial way, hoping to carry the potential client along with us into a sales process. When we "pump ourselves up" with enthusiasm, it feels somewhat fake. It's not our normal way of being, and it throws us out of integrity. And we also appear artificial to potential clients. They become wary of possibly being maneuvered into a sales situation.

If we can navigate a cold calling conversation without such games, people will sense we're trustworthy. They react warmly and unhesitatingly to a conversation that feels natural to them, and especially if it revolves around their issues rather than our agenda.

So how do we approach cold calling in the most truthful way? We stop being "salespeople" and become human. We engage in an honest dialogue rather than a monologue. We look for ways to help others, and we're comfortable knowing that our product or service may not be an honest "fit" for them right now. And we stop playing roles, especially the "high enthusiasm" game.

This is what I mean by bringing integrity back into selling. It's unbelievable just how rewarding both personally and professionally this can be.

Ari Galper, founder of Unlock The Cold Calling Game, makes cold calling painless and simple. Learn his cold calling secrets even the sales gurus don't know. To receive your 10 free audio mini-lessons visit http://www.Unlock-The-Cold-Calling-Game.com

This Is A Sales Call How To Begin Prospecting Calls With Integrity

Writen by Sharon Drew Morgen

"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. And you're not supposed to be making a telemarketing call on me. So what type of service are you offering for free?"
"Well, it's not for free. But we thought you'd like to know about our new banking services."
"Ah. So it IS a sales call."
"We're not allowed to say that."

This call really happened.

Years ago I lost a large piece of business because I advocated telling prospects, "This is a sales call." For some reason, the Sales Director was appalled that I would announce it was a sales call. Who would prospects think they were speaking with? Their wife? Their mother? A relative? A friend? I'm a stranger, obviously. And why would I be calling them? Would I be from their child's school, announcing a problem? Or from the neighborhood, with a report of a house on fire? How about a person from the cleaner's, telling them I'd lost their new suit?

What is wrong with telling prospects that you're placing a sales call? They'll guess it anyway when they don't recognize your voice. It will also be obvious because your opening remarks will probably sound uncomfortable - like a stranger placing a call to another stranger.

But it doesn't have to be that way.

NO NAME, NO TIME

Let's start with the name game. Dale Carnegie used to recommend that sales people repeat the prospect's name because he thought people loved hearing their own name spoken. Whether that was because the phone systems in 1937 weren't that great, or because that was a commonly accepted belief, it's no longer the case. When we really know someone, we rarely use their name. Intimacy means never have to say someone's name – there's just this eye contact people have, or a special way of saying 'Hi. It's ME."

Of course you use people's names – I'm being slightly facetious here – but not repeatedly during the same conversation, and not often, when you know someone well.

When you over-use a prospect's name, it becomes a ploy to manipulate them into liking you so you can fantasize that you're their friend, and convince this person that you want or have A RELATIONSHIP.

But it's not true. Hearing their name spoken repeatedly by a stranger makes prospects feel even more detached.

And what about the assumption that they're sitting there, waiting for this call, with nothing else to do but take the call – even if it's a bank they do business with, or a charity they donate to?

What is it about a sales call that makes it about the sales person anyway? What makes it about the product? Why is it even about a sale?

Why not make a sales call – even a prospecting call – an aspect of your brand? A way of showing your prospects that you are supporting them and your product, through a collaboration (rather than a sale)?

FEAR OF COLD CALLS

Let me back track for a moment. I've trained many thousands of sales people; I can name on one hand the number of people who have eagerly sought out cold calling (and I'm one of them. I LOVE it – what fun! What a neat way to get to know people!). Why? Because sellers don't want to impose themselves on strangers. Because you believe the prospects don't have the time or care. Because you get rejected. Because your ego says prospects should call you.

But none of that has to be true. Let's look at the pieces, and then proceed to understand how they can each be mitigated with Buying Facilitation.

Imposing on strangers When you make a call to a stranger (either prospects, or clients who have been handed over to you from a previous sales person) they don't know who you are, naturally, and you have no rapport with them. By definition you are imposing. Additionally, you are placing a call to get something for yourself and actually attempting to take something from them. Whether it's to 'make them' listen to you, or buy something from you, or do something for you. It's not like you're calling to give them a million bucks: you want them to do something, like listen to you, or buy from you, or make a change for you in some way. So you want something from this person.

But this person is a stranger. Why should this person give you anything, unless they are already predisposed to want what you have anyway? Remember that before someone does anything (different or otherwise) they must make a decision to do it. And all decisions are based on specific, unique, criteria – not information. So all the information in the world that you might have to share is immaterial if the person doesn't know how to decide what to do with it.

Time Your prospect is obviously not sitting next to the phone waiting for a call from you. S/he is doing something. Whatever it is, s/he's doing something. In order to earn the right to use some of this person's time, you've got to ask for it and announce why you should be using their time. Asking if it's a good time to speak (not the same as saying 'Do you have a few moments?' – the implication here is, 'do you have a few moments FOR ME.') will help here.

Rejection Why do you get rejected? Because you're trying to get something from this person that YOU want to get. And they say no.

What does 'no' do? It causes a Stop Action. There is no possibility of forward movement when 'no' is uttered; the person who is the naysayer holds the power in any relationship.

As long as you continue to attempt to get your needs met from a cold call, attempt to get someone to listen to what you wish to say, try to get someone to buy something – even an idea – you will continue to get rejected by all of those people who don't consciously recognize a need for what you're pushing.

When you get lucky and receive a positive response, it will be from those who already have determined a need and you then become a commodity. You better have a 'good price' for those people who will accept your call, because they won't know how else to choose you once you join the ranks of similar suppliers.

USE BUYING FACILITATION TO SUPPORT MUTUAL AGREEMENT

Using Buying Facilitation as the basis for the call won't be to take anything, sell anything, push anything, or even find out anything. Your job is to:

1. support the other person in recognizing if anything is missing in the category your product can support, and if so, how to start the process of designing a solution that will fix their problem (yes, even on a cold call, you can help the prospect begin the process of a complex sale);

2. help them discover their criteria for considering whether it's time to fill in a gap by doing something they haven't done before now.

It's not about you, not about your product, and not about what you're offering. Until or unless a buyer recognizes that what they're doing isn't working, and until they are ready to do something different to fix/change the status quo, nothing you say will be heard. Remember: people do not make decisions based on information.

Using Buying Facilitation, your job is to help people make the necessary decisions that will support the change they'd need to go through to do something different from what they're already doing.

Use your cold call to help people decide. And start the call by getting into rapport and inviting people into a collaboration with you:

Caller: "Hello. My name is Sharon Drew Morgen. This is a sales call, and I'm selling sales training. Is this a good time to speak?"

By using this opening, you are telling people who you are and why you're calling, telling people you're respectful of their time, letting them know you are an honest person, saying exactly what you're calling for, and not mangling their name (somehow the name you have in front of you is either never the right person or never the right name). And, just something I have found to be true: unless you are calling from a company with a recognized brand name, saying the name of your company is unnecessary – they won't recognize it or remember it.

If the person says it's not a good time, ask if there is a better time to call back. Don't try to throw a quick pitch in – just ask if there is a better time. If the person says they have a few minutes, say:

"I appreciate the time. And if the call goes on longer than you have time to complete, we can end whenever it's good for you and pick it up at another time."

In this way, you are giving the person permission to have control over the call. After all, they're in control anyway. By using this opening - actually, it's the first step in the Buying Facilitation Method® - you will have already dealt with the time and imposition issues, and the rejection won't be about you. And remember: make your call about helping them make discoveries and decisions. Don't use your time to push anything. Otherwise, you're wasting a great opportunity to find a new client and introduce your brand of integrity.

Sharon Drew Morgen is the author of New York Times bestseller Selling with Integrity. She is the visionary and thought leader behind a wholly original sales model based on the systems of how people change and decide. She has taught this system to 13,000 people in the fields of sales, customer service, negotiating, coaching, and change management. Sharon Drew is a keynote speaker and decision strategist, helping companies change their internal practices to embrace collaborative decision making, ethics, values, and integrity. She can be reached at 512-457-0246 and http://www.sharondrewmorgen.com and http://www.newsalesparadigm.com