The Telephone Smile - Cold Calling and Telephone Sales Techniques
Cold Calling done correctly can capture customers and clients for any corporation.
For those who poo'poo the concept of cold calling, well, let me be the first to stand up in protest.
You see, there is nothing wrong with cold calling or using the telephone to make sales, indeed, it is those who do it incorrectly, which give this process a bad name.
Telephone calling is the ultimate leveraging of technology with a personal touch.
There are some things that a fax machine, email or direct mail piece just cannot do.
Telephone sales have been around for nearly a century now, and it is amazing the misuse and incorrect use that goes on.
Before you pick up that phone as part of your cold calling efforts, perhaps you might like to learn a little history and brush up on some time tested telephone techniques? Let me recommend this oldie but goodie book to you: "How to get More Business by Telephone" by Jack Swartz.
1953 If you are wondering how to develop a "telephone smile" well this is one book that will explain it, in fact there is a whole chapter on this exact subject.
Also in the book are ways to develop your telephone voice, creating a pleasant tone and proper voice inflection.
Getting past the secretary is also on the list of information discussed.
In Part II of the book are chapters on selling insurance, real estate, retail, services, wholesale, collecting money, non-profits, prospecting and political campaign contributions.
Why is this important today, when the Do-Not-Call Lists are so stringent? Well, because the Do-Not-Call List is a complete scam, and so many groups are exempt and there are so many loop-holes that today, there are nearly as many phone calls as there were before the law was enacted.
Thank you FTC for nothing.
For those who poo'poo the concept of cold calling, well, let me be the first to stand up in protest.
You see, there is nothing wrong with cold calling or using the telephone to make sales, indeed, it is those who do it incorrectly, which give this process a bad name.
Telephone calling is the ultimate leveraging of technology with a personal touch.
There are some things that a fax machine, email or direct mail piece just cannot do.
Telephone sales have been around for nearly a century now, and it is amazing the misuse and incorrect use that goes on.
Before you pick up that phone as part of your cold calling efforts, perhaps you might like to learn a little history and brush up on some time tested telephone techniques? Let me recommend this oldie but goodie book to you: "How to get More Business by Telephone" by Jack Swartz.
1953 If you are wondering how to develop a "telephone smile" well this is one book that will explain it, in fact there is a whole chapter on this exact subject.
Also in the book are ways to develop your telephone voice, creating a pleasant tone and proper voice inflection.
Getting past the secretary is also on the list of information discussed.
In Part II of the book are chapters on selling insurance, real estate, retail, services, wholesale, collecting money, non-profits, prospecting and political campaign contributions.
Why is this important today, when the Do-Not-Call Lists are so stringent? Well, because the Do-Not-Call List is a complete scam, and so many groups are exempt and there are so many loop-holes that today, there are nearly as many phone calls as there were before the law was enacted.
Thank you FTC for nothing.
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