The last thing your customers want to do is take an unsolicited phone call. They are very busy people who have a million problems to solve before the day is done. Their automatic assumption is cold calls waste time. By generating interest immediately, you can...
In today’s business world, it is almost a rarity when people answer their phone. Mostly, we reach people’s voicemails. This is extremely frustrating for those of us who need information or want answers. What compounds the issue is that when we leave a voicemail,...
As inside sales representatives, the way we close business is by asking questions. Often, we ask the same questions of all clients. Sometimes, these questions move people to make decisions, but at other times, they don’t, leading us to wonder “what happened?” Selling...
For many of us, the telephone is our primary vehicle for doing business. Since people make instantaneous decisions about our competence and confidence, often within the first thirty seconds, it is critical to remember the importance of making a good first impression....
For many of us, the telephone is our primary vehicle for doing business. Since people make instantaneous decisions about our competence and confidence, often within the first thirty seconds, it is critical to remember the importance of making a good first impression....
Pausing is the most under-utilized tool that a speaker has. Most people who use the phone to conduct business only concern themselves with their message. For example, they want to explain a product, fix your software or update you on month-end results. They forget...
Is there anyone that likes to make cold calls? Most of us hate them. Since they are unsolicited, often recipients find them annoying and do not respond to them. While challenging, you can increase your odds of success with strong preparation At all costs, avoid making...
Wouldn’t it be great if when we called a business person, we would actually get him/her on the other end of the line? The reality is that nine times out of ten, we end up talking to the person’s voicemail or the administrative assistant. Decision-makers are busy and...
As inside sales representatives, the way we close business is by asking questions. Often, we ask the same questions of each customer. Sometimes, these questions move people to make decisions, but at other times, they don’t, leading us to wonder “what happened?”...
Customers today are a lot more demanding and a lot savvier than they used to be. They know they have many choices. They are often in a hurry, confused, multi-tasking or have English as a second language. When they get you on the phone, their expectation is that you will: Fix the problem quickly. Make […]
Credibility is everything in the influence game. As a salesperson or someone who supports sales, you build your reputation and you have success based on your credibility. It may take a long time to build credibility, but it can be lost in a nano-second if one isn’t careful. There are seven ways you jeopardize being seen as someone who is trustworthy, credible.
As business professionals, we attend meetings constantly. Sometimes, many of the meetings we attend are a waste of time. Often, they are counterproductive. If you are chairing a meeting, there are a few tips to remember. Preparation Preparing ahead is important. It begins with thinking about what you want to accomplish. Are there multiple things […]
I just returned from a month long tour of the Asian Pacific rim, visiting Thailand, Laos, Cambodia and Vietnam. In each country, I had a different tour guide. What struck me as impressive were their extraordinary communication skills. It occurs to me that we need to function as tour guides of our messages to ensure our ideas are heard. Here are the things I noticed our great tour guides did that are worth immolating.
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