Here’s How to Leave a Killer Voicemail
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,...
Fast Talker — Fast Fix
A lot of us speak quickly when we are on the phone with our customers or clients. Sometimes it is because we have so many calls in the cue or because we feel pressured to get on to the next call. Whatever the case, it is a habit that can cost us business. Why? When we...
Listen Up and Move Up
Listening is the number one skill for success in business today. Poor listening skills make people angry and make them feel you don’t value them. They affect all relationships, especially business relationships. Most people think they are good listeners. In reality,...
Motivating Your Team is Everything
Success in today’s pressure-cooker workplace depends on high functioning teams. The question that befuddles many managers and supervisors today is how to motivate their inside sales or customer service teams to exceed customer expectations. Three key elements seem to...
Are Your Questions Engaging or Frustrating Your Clients
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...
Intentional Listening: A must for Salespeople
Strong listening skills are a must. Customers judge people who are trying to sell their ideas or services on the phone by how well they pay attention to them. They expect phone reps to find solutions to their business issues and to anticipate their ever- growing...
Without Listening, You can’t sell.
“Listen to the sound of the river, and you will catch fish.” ~ Old Irish Proverb Customers judge people who are trying to sell their ideas or services on the phone by how well they pay attention to them. They expect phone reps to find solutions to their business...
Here’s How to Tank Your Product Launch
An area that is vital to most organization’s success is the launch of new products. However, instead of getting the predicted initial sales, the results are often disappointing. Companies are left frustrated and wonder if their projections were realistic, if the...
What Happens If You Don’t Pause
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...A Difficult Economy Requires Extraordinary Communication Skills
The effects of the down economy are being felt all around the globe. The “R” word is being said out loud. Every corporation in almost every industry is feeling the pinch of the recession no matter where they are located. In tough times, the frontline people, those...- Shut Up and Listen!
The number one complaint customers express about any call center representative is reps don’t listen. When asked what reps should do differently, responders say “Shut up and listen!” Listening is a critical skill for anyone in the service industry. Yet, most people are not very good listeners. People ignore, misinterpret or forget 75% of the things […]
- Learn the Secrets of the Pros
The key thing to adding value is know your audience and to show the link between your solution and the needs of the individuals. Listeners don’t like to work at understanding, and they don’t like to feel their issues were unnoticed. The more clearly you show value right from the get-go by reiterating known and unknown issues and by providing examples and stories to prove that your product or service solves these problems, the more likely you are to being successful.
- Deconstructing What Charismatic Speakers Do
A lot of speakers wish they could be seen as charismatic. Martin Luther King, John Kennedy, Ronald Reagan and Steve Jobs come to mind as people who were magnetic speakers. When they spoke, people listened and remembered. Obviously, no one is born charismatic, but how do you go from being just “ok” to being charismatic. Let’s deconstruct what those compelling speakers do routinely, and perhaps, you can follow their path.
- What to Remember When Selling Costly Products
Traditional selling strategies do not work as the cost of the product increases. Large tag items, particularly those in the high technology industries, demand a different approach. Length of Selling Cycle Whereas a low-cost sale can be completed in one call, a major sale may require many calls spread over a period of months. Also, […]
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