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SearchSearch Articles By Julian BleeRecent Articles By Julian Blee

Essential Sales Skills Part 1 – Feedback

Business: Sales • Published: June 12, 2009

If you don’t know what your client thinks about what you are telling him, then you will not be able to act accordingly. i.e. if he disagrees with what you have just said, or he didn’t understand or even wasn’t listening to you, then feedback will let you know how you need to respond. Just because someone has a chatty voice, doesn’t mean that they will be good at sales. In fact, in many instances a loquacious salesperson will generally not listen and babble on and on about how great their product is and not ask what the client thinks.

10 Tips to Help You Build a Cold Calling Telesales Team

Business: Sales Teleselling • Published: May 20, 2009

Building a cold calling sales team is a lot easier than you may think. However, it can be very costly and incredibly frustrating if you do not follow certain guidelines.

A Beginner’s Guide to Telesales

Business: Sales Teleselling • Published: May 14, 2009

In order to become good at selling over the telephone you have to get yourself a training programme. So apply yourself in the same way you would if you were looking to be a success in the gym.

Fantastic Telesales Secrets – Voice Speed

Business: Sales Teleselling • Published: May 7, 2009

Selling over the telephone is reliant upon your voice and how you talk. Your prospect doesn’t care what you look like so it’s irrelevant if you happen to be wearing a £10,000 Rolex, a Gieves & Hawkes suit and drove to your office in a Bentley. For all they care you roller skated to work in a tornado red thong, because if your voice isn’t up to scratch you may as well go home.

The Secret to Telesales – Relax, Listen and Close More

Business: Sales Teleselling • Published: May 6, 2009

There are a whole host of different things that you need to do in order to be a good telesales professional. Different sales trainers will have different opinions on this subject from ‘You have to be a closer to be a good sales person’, ‘You have to be able to deal with objections’ to ‘You have to know your client’. All of these points are absolutely true.

How to Achieve Superior Telesales Results

Business: Sales Teleselling • Published: April 21, 2009

You have to be aware of your Vocal Gear Box and Voice Inflection. The volume of your voice and words per minute used are key. Accent, tone and intent are all central elements in sales.

How to Be a Telesales Genius With Self Analysis

Business: Sales Teleselling • Published: April 20, 2009

It would be nice to have a professional sales coach by your side each and every day, but you don’t need me there with you to be successful with this type of sales self analysis I talk about here. This is something that you can do on your own or with a colleague. You just need to know what you are looking for. To start this process you are going to need a recording of your telesales pitch. If you work for a company that records all of its outgoing and incoming telephone calls, I am sure that in most circumstances that your manager or director would allow you to use a copy of your sales presentation for your own self improvement.

Telesales – The Introduction – AIDA

Business: Sales Teleselling • Published: April 8, 2009

When a sales person speaks to a prospect for the first time all they are doing is essentially trying to break the ice with someone that they have never spoken to before. They then attempt to have a chat to find out if there is a chance that the product, service, item that they are trying to sell may be of use, benefit or be of assistance to the person they’re speaking to.

Telesales – How to Write a Cold Call Pitch Or Presentation

Business: Sales Teleselling • Published: April 8, 2009

Writing any type of sales presentation is an art form in itself. But a cold call presentation is more difficult because you only have a very short period of time to make an impact. It’s essential that you follow a set structure in order for your sales pitch to flow like a good novel. Let me expand in this analogy; imagine buying a book that turned you off or bored you senseless within the first few pages. It’s more than likely you would stop reading it and move onto something more interesting instead. That is how a lot of companies cold call pitches are received by a vast majority of the population.

Objection Handling Tips – Feel – Felt – Found

Business: Sales Teleselling • Published: April 6, 2009

Feel felt found is a classic way of helping you deal with an objection, it’s not a tool to actually remove an objection, but it does work very well in softening your approach. Look at it as precursor to objection handling. When a prospect gives you an objection, the first and most common response from a trainee sales person is to disagree with the Prospect and tell them that they are wrong. This makes sense in principle, as an objection is a barrier stopping your client from buying your product.

Art of Closing the Deal – Part 1

Business: Sales Teleselling • Published: March 25, 2009

This is part 1 of the sales closing process and I really do insist that if you want to learn how to close, then you must read this section first. However, I will let you know straight away that I am not actually going to talk about closing the deal in any technical way such as listing different types of closes or any magic lines that will make your client buy from you immediately. Unfortunately, you’ll have to wait a little for the types of different closes, and as for the magic lines, well, they don’t exist. Sorry.

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