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Tagged in selling techniques

Telemarketing appointment setting in choppy waters

By andrew on December 1, 2018

Telemarketing appointment setting in tough times. Listen carefully to what the other person is saying and think through the implications of their situation and how you could help them. More tips on appointment making for telemarketing and lead generation teams as well as field based sales teams here.

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Good selling is not always about selling

By andrew on November 19, 2018

Good selling in B2B is often about informing and offering knowledge, and advice to your customer, then allowing them to make their decision. Building your own credibility long-term with industrial or commercial customers will pay great dividends long-term once they know they can trust you.

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It’s amazing how often quotes aren’t followed up

By andrew on November 13, 2018

It’s amazing how often quotes aren’t followed up in B2B. They are your best chance of business, so if you are only going to call 10 people today, make sure it’s those you’ve sent quotes to. Also you want a reasonable return on the amount of time you’ve invested in preparing the proposal. That’s reasonable. Remember to use a number of methods of contact.

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How to build up the decision-making unit

By andrew on September 20, 2018

Building up your knowledge about the decision-making unit within your client accounts is important to help keep your competitors out. Otherwise you’re vulnerable if one day your key contact leaves. On a recent course we discussed some ideas to help you keep in with your customer accounts.

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Effective appointment setting for field sales

By andrew on September 2, 2018

Appointment setting for field sales teams. One day course run in-house on your premises to help those who prefer selling face to face and who need a little help setting more appointments, with more customers more often. We also run open courses on this subject where you can mix with other sales personnel facing the same challenges.

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Customers like to say yes

By andrew on April 6, 2018

Framing questions with customers so that it is easy for them to say yes will increase sales. This is all a part of advanced selling skills.

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Cross selling – how tos

By andrew on October 24, 2017

Cross selling ‘how tos’ here. Defining cross selling as offering alternative products or services, perhaps when you’re out of stock of a product that the customer wants. Keeping the customer informed and offering best advice based on good product knowledge is key to building a long-term relationship with your customer.

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Telemarketing appointment setting in uncertain times

By andrew on December 1, 2015

Telemarketing appointment setting in tough times. Listen carefully to what the other person is saying and think through the implications of their situation and how you could help them. More tips on appointment making for telemarketing and lead generation teams as well as field based sales teams here.

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3 top tips for telephone appointment setting for field sales

By andrew on August 11, 2015

3 top tips for appointment setting over the phone for field based sales teams. There are many subtle differences between selling face-to-face and setting your own appointments over the phone. Here are some of our ideas to help.

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Why most telesales calls fail after 10 seconds

By andrew on July 26, 2013

For goodness sake make your telesales or telemarketing call sound interesting. Too many calls fail in the first 10 seconds because it just sounds like a lot of blah-blah – a descriptive piece about what your company does. Who cares? Probably not the prospect.

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