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No More Cold-Calling? Well, Almost...
We do not advocate cold calling in High Probability Selling.
However, cold calling is necessary at times. You do need prospective clients and customers: If you don't have
a customer list from which to solicit referrals, and you also lack an advertising/marketing budget, cold-calling to a highly targeted list is the fastest route to finding High Probability Prospects. A High Probability Prospect is one who wants, needs, can afford,
and is ready to buy your product or service- now. Those who only
want, need, and can afford- but are not ready to buy now- are
prospects that you'll continue to contact in the future. How does Cold Calling fit into High Probability Prospecting? When you start to call your list, initial contacts will be cold calls: Only first-time calls are cold calls in High Probability Prospecting. A truly effective prospecting campaign requires that you call the same list every 3 to 4 weeks, so after a short period of time, most of your calls will be warm calls. A higher percentage of the people on your list will say "Yes" to your prospecting offer with each successive call. 5 Simple rules for maximum effectiveness and maximum efficiency:
Don't repeat the same prospecting offer more frequently than every third call.
Your offer must be no longer than 45 words, describing your
product/service and mentioning two if its features.
Your prospecting offer must clearly request a "Yes" or "No"
answer.
When prospects say "No," you say, "Okay, good-bye."
When prospects say "Yes," you say, "Why?"With practice, you should be able to make at least 50 dials per hour. You'll find an increasing number of High Probability Prospects with each pass through your list. You'll be on your way to making appointments with people who are ready to buy what you're selling- right now. High Probability Prospecting won't eliminate cold-calling entirely. You will, however, be making relatively fewer Cold Calls. You'll also eliminate most of the Rejection associate with cold-calling. High Probability® Selling
©All Rights Reserved Jacques Werth is co-author of "High Probability Selling" and President of High Probability Selling, a Sales Training and Consulting firm. More articles, as well as the first four chapters of the book are available at http://www.highprobsell.com.
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Lifelong Salesman Brings Store to the Internet with OleTownGifts.com
George Williams has spent most of his life in sales, and is now taking the next step onto the Internet with www.OleTownGifts.com. Combined with his new blog, he is continuing his dedication to customer service and quality merchandise.
Selling - Could The World's Greatest Salesman Be A Waiter?
Years ago, My wife, in-laws, and I went into an expensive restaurant. The waiter asked us for our order. I don't remember what we ordered, but I do remember this: The waiter gave a funny look & said "The Cod isn't very fresh today, may I recommend the Scrod?" or words to that effect.
Salesman At Heart
Salesman are unlike any other people. They have this charismatic edge to them that draws in a crowd and makes others want to believe them. Their personality combined with charm grants them the uncanny ability to sell ice to an Eskimo. Thanks to the information superhighway, anyone can become a salesman without that charismatic charm. They only need a solid business home idea internet opportunity. Online classified pages provide such an opportunity.
Interviewing for College in Style
Looking Good, Feeling Good
The Makings of a Salesman
Salesmanship is the force that moves business. Without it all business would be at a stand-still.
Does Cold Calling Give You The Chills?
Some people are great at it. Calling strangers and people they barely know comes easy for them. They speak with ease and don?t take it personally when potential customers are rude, curse at them or slam down the phone in their ear. Some people are born to be cold callers.
What You Should Know About The New Telemarketing Software
There's a new sheriff in town in the battle between telemarketers and consumers in the home. A new high-tech
Businessman's Dream: No More Cold-calling
The business man's solution to bring prospects to his/her business. Video Prospector will make your phone ring with Prospects looking for your product or service.
Interviewing Tips: When It Goes Horribly Wrong
Common sense tells most of us the bare minimum for attending a job interview. You should always be on time, you should look neat and tidy, you should speak clearly and make your point, and you should make eye contact. However, there are times when things get out of your control. In this article, we will look at suggestions to help you when things start to go wrong. We will look at ways to get your momentum back and turn tragedy into triumph.
Have Your Name Removed from Telemarketing Lists and DMA
How often do you pick up the mail only to find that most of what you receive is "junk mail" ? If you are like most of us, you receive more junk mail than mail that is actually of interest. Junk mail does not pose a direct threat to our privacy and security in and of itself.
The Benefits Of Automated Telemarketing
Automated telemarketing is becoming an increasingly common method for handling calls in the field of modern telemarketing. A number of automated dialers were developed recently, apparently resulting in a rash of automated calls over the last few months.
Timeshare Salesman - The Good, The Bad And The Ugly
Actually I did not find much of anything good to say about timeshare salesman. You be the judge.
Interviewing Applicants Can Be Hazardous to Your Wealth
1st Fact: Interviewing applicants is the most common way companies decide whom to hire.2nd Fact: Research proves most interviewers do lousy at predicting if an applicant will succeed – or flop – if hired.
The Nature of the UK Sales Job Market
The UK sales job market is one that is characterized by an abundance of opportunities particularly for those candidates who have some years of sales commercial experience. At any given time, there is simply an immense number of job applicants who are looking for sales job opportunities. The intense competition between candidates and sales consultancies means that unfortunately, very few candidates are able to obtain their desired sales job role. In any case, with the aid of a reputable sales recruitment agency, candidates have an increased probability of securing suitable sales job placements. Another feature of sales job market is the fact that employers are normally unwilling to hire candidates who have limited commercial experience. ...
12 Handy Tips for Generating Leads through Cold-Calling
Cold calling can be a great way to generate quality leads. You get to speak to the gatekeepers and stakeholders, and you get a great insight into their requirements and influences.
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