3 Deadly Telesales Mistakes to Avoid The first nine to 15 seconds of a sales call to a new prospect are critical.  Unfortunately, new sales reps are trained to use the very words that turn off prospects.  According to author and sales trainer Jill Konrath, there are three mistakes telesales reps should avoid if they want to crack into...

8 Cold Calling Tips for Successful Calls In a perfect world, your phone would be ringing off the hook all day with clients asking to buy your products.  The reality is that if you want business, you need to go after it, and cold calling is an effective sales tactic if it’s done properly. But many small business people would rather spend an...

Lily’s Secret to Selling Without Rejection Lily Ellerton was one of the most successful telesales people I have ever worked with. Each month she was either number one on the sales chart or number two. How did she do it?  By pro-actively making dozens of outbound calls each day, being positive and persistent and .  . . something else. If you are not...

The Worst Cold Call Ever The first nine seconds of an opening statement during a cold call are critical.  If the statement does not immediately get the prospect’s attention (in a positive way), the telesales person’s time has been wasted.  Not to mention the prospect’s time. Preparing for the call and knowing...

5 Reasons Why Jeff Earned the Sale During the time I managed a telephone sales department for an office equipment dealership, and did all the purchasing of imaging supplies, I learned a lot about the purchasing process – and about sales people. One of the best telesales representatives I met during that time was Jeff, who worked for a...

Secrets of a Successful Cold Caller How many people do you know, who are successful at cold calling? It can be a difficult thing: calling people who don’t know you and whom you’ve never spoken with before. It takes a special skill to do this – and to convince this person to buy from you. So, when I heard from someone – her name is...

Lisa Keeps Them Listening Everyone in the office wondered why Lisa was more successful at increasing profit than almost anyone else.  She isn’t overly aggressive. In fact, she has a very pleasant telephone voice. She doesn’t make more calls than anyone else.  Yet she is able – consistently – to get better...