Switch selling – some tips
Switch selling and how to. This is about finding another way of offering a different solution for the same requirement. Selling adhesives for instance to someone who thought…
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Amazing how often quotes aren’t followed up
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,…
Why I use 8 day call cycles in telesales
Telesales tip – use 8 day call back cycles to control your repeated calls to unavailable decision-makers. This is a valuable tip to prevent you calling the same…
A good strong call structure – really works
Using a strong call guide or blueprint helps massively when it comes to making great outbound telesales or telemarketing calls. Here we describe how it helps and the…
How to get value from call recordings – training ideas
Use some recorded calls to help in the training of your telesales or telemarketing team. I can listen to the calls remotely and then run a bespoke and…
Cross selling – some tips
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…
Upselling – some tips
Making upselling work for you. Increasing average order value increases profits and gives your customers a more comprehensive level of service if done right. Done badly, it puts…
Incentives must incentivise – sounds obvious
Running incentive schemes is a valuable part of keeping the telesales or telemarketing team focused on the organisation’s goals. However there are some common banana skins to avoid…
4 sales tips
4 tips from recent sales courses. Great ideas come out of interactive, lively training sessions.
6 telesales closing tips
Closing is often feared in selling. And yet it is simply a part of the sales process. it is nothing more, nothing less. Generally the close is a…
Effective appointment setting for field sales teams
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…
5 tips to get your telesales commission scheme right
Commission schemes need to be well constructed to ensure they work for your organisation. They must be there to motivate. They mustn’t simply pay more for the same.…