Posts tagged Ann Barr
How to Uncover the Hidden Hesitation
May 10th
Posted by in Telephone Sales Tips
Has this ever happened to you? The prospect needs or wants your product or service. You’ve made a good presentation and s/he seems interested, but for some reason, the prospect hasn’t placed the order.
You think s/he wants to place an order, but you sense a hesitation. To check and see if you’re on the right More >
4 Ways Top Sales Reps Sell
May 9th
Posted by cnailorAdmin in Telephone Sales Tips
When an admirer praised him for Walden, Henry David Thoreau insisted that a greater achievement was within every person’s reach. “To affect the quality of the day,” Thoreau said, “that is the highest of arts.”
This quote is from one of my favorite books, What Clients Love, by Harry Beckwith. There is a valuable nugget of More >
Beware of Words That Derail Sales Calls
May 8th
Posted by cnailorAdmin in Telephone Sales Tips
Just as a carpenter needs the right tools to do his job effectively, a sales person also needs good tools, and your best tools are words. A telesales person needs to be able to rely on words because the prospect can’t see you smile or shake your hand.
After writing a recent article about words, I More >
Cheaper HP Ink On the Way?
May 7th
Posted by in Telephone Sales Tips
Have you seen the Lexmark “Ink Monster” ads? They are cute and funny. If you haven’t seen the TV commercial, check it out on YouTube.
Lexmark created at least two “Ink Monster” television ads and also developed a version of the campaign that runs on the firm’s Web site home page.
From http://www.observer.lyra.com:
Lexmark’s decision to join Kodak More >
What is the Real Objection?
May 6th
Posted by in Telephone Sales Tips
The late financier J.P. Morgan once said: “People have two reasons for everything they do: the reason they give you and the real reason.” When you hear an objection from a prospect – a reason why they won’t buy from you – it is often not the real reason.
What is it that stops some consumers More >
6 Tips – The Second Most Important Part of Your Email
May 5th
Posted by cnailorAdmin in Telephone Sales Tips
Which part of a marketing email or direct mail letter do you look at first?
Studies show that customers pay attention FIRST to the headline or first sentence of an email or direct- mail letter.
The second thing most consumers look for is missing in many email campaigns and letters. But this critical component can increase your More >
4 Tips When Notifying Customers of a Price Increase
May 4th
Posted by in Telephone Sales Tips
Last week I received this question from one of my e-class participants:
“I have a customer that I’m selling a specific product to with a very low price. How can I increase the price without an objection? Also, if I happen to increase the price on the invoice, should I tell him or stay silent until More >
The Power of You
May 3rd
Posted by in Telephone Sales Tips
Throughout history, international incidents have been created and resolved through the use of specific words. In sales, the right words can win over a new prospect, and the wrong words can alienate a good customer.
Recently, in a controlled experiment by a restaurant, servers were asked to use two specific words throughout customers’ meals. Cocktails, the More >
Why Use Email Marketing?
May 3rd
Posted by cnailorAdmin in Telephone Sales Tips
It is undeniable that the most powerful form of marketing online today is email marketing. The reason is simple. Email marketing works!
According to research conducted by the Direct Marketing Association, email marketing generated an ROI of $43.62 for every dollar spent on it in 2009. The expected figure for 2010 is $42.08. As such, [...]
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