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"Discover the Most Effective Telemarketing Sales
Strategies and Secrets to Expand Your Business"
Today's Telemarketing Sales Techniques
Finding Sales Leads and
Contacts goes Hi-Tech
by Dwight Stickler
Where sales people used to spend lots of time prospecting
for leads and cold calling, now they can simply log on to the Internet
and buy, sell or even trade leads and contacts at a new website.
Run a quick search on Google and you will find over 400,
000 listings under the term "sales prospecting". Most of the
listings involve list brokers, marketing companies who supply leads
and lists or actual articles on how to effectively Finding Sales Leads
and Contacts goes Hi-Tech use your time to find and generate new sales
leads.
Traditional sales prospecting involves making cold calls.
Either by telephone or dropping in on the prospective client or customer.
These are time-tested means of acquiring contacts to sell to. And they
do work.
Many sales people would tell you though, that these methods
usually require a lot of time and effort. In fact, when I worked as
a professional sales person for a direct mail advertising company, I
was spending nearly 80% of my time cold calling and qualifying leads.
The majority of this time was spent trying to determine who would actually
be making the buying decision.
Although there are numerous low tech ways of dealing
with this issue such as using direct mailing and telemarketing, up until
now there has been few ways of networking with other sales professionals
to actually exchange leads and contacts. Some networking events such
as Chamber of Commerce meetings and Professional Sales Organizations
"meet and greets" do allow a sales person to network with
other sales persons to exchange contacts information, however, the time
invested in these sorts of activities could be extensive for the results.
A new hi tech way for sales people to exchange, trade
and even buy and sell contact information has emerged on the Internet
via a website. This website is formatted as an online marketplace for
contacts. A sales professional can enter the contact information they
have for a certain company and then is credited to their account with
the right to then select 2 different contacts for their one.
This membership website gives salespersons two different
options for getting contact information. They can enter whatever contacts
they have for trade, or for a minimum membership fee; simply buy the
contact information they desire. It is apparent that the venture capital
industry sees the benefit of such a service as well.
Recently this website's principals secured two rounds
of venture capital to build and manage this site. The initial round
garnered $750,000 dollars to build the website itself. And then in a
second round of capitalization received over 5 Million dollars to ensure
the long-term operations of the site.
According to the website itself, there are already over
250,000 contacts at over 30,000 companies already available with over
2000 Vice Presidents of Marketing listed as well as over 60,000 IT Professionals.
Currently sales people who want to start using the system
can do so with a free 2-week trial. The two-week trial includes the
above-mentioned offer of 2 contacts for every contact entered. All contacts
include both telephone number and email address. To find out more about
this new hi tech service for getting contacts and sales leads please
visit
us today.
"10 Immutable Laws Of Successful Selling"
by Laurence Winmill
How would you describe yourself as a Salesperson? Talkative,
Caring, Outgoing, Confident? Perhaps you regard yourself as
a Trained Professional, or a Self Taught Enthusiast or
perhaps you simply believe you were born with a Natural
Gift. Whatever you believe there are certain characteristics
and disciplines that you must display with consistency if
you are to become truly Successful as a Professional
Salesperson. Here are ten laws...
--> 1. Customer Focused - People do business
with people they
like and trust. In order to gain respect and trust you have
to build rapport with your customers. You must listen to
their "Wants" and then give them what they "Need"
and then
under promise and over deliver, exceeding expectations at
every given opportunity.
--> 2. Attitude - It's Attitude that makes the
absolute
difference. It is your number one differentiator, the
quality that separates you from the rest. Attitude is the
small word that makes the big difference and sets apart the
Winners from the Losers.
--> 3. Communication Skills - Train yourself
to become a Great
Listener. It's the exceptional listener that identifies
Customer's Needs and Wants and then talks passionately about
his or hers products and services in relation to those
Needs.
--> 4. Empathy & Drive - You must have both
these qualities if
you are serious about Selling. You have to be able to put
yourself in the Customers situation and understand how you
would be thinking and feeling if you were them. But this
alone is not enough; you must also have an in built desire
to succeed at every opportunity. You are passionate about
Selling and your desire for success pushes you above and
beyond ordinary results. You simply want to be recognised as
"One of the Best at what you do".
--> 5. First Impressions - You get one opportunity
to make a
good impression. The first 10 seconds are critical. Voice,
Appearance, Presentation, Body Language and Words all
crammed into a 10 second introduction. Make sure yours makes
a lasting impression.
--> 6. Two Way Communication - The key to two
way communication
is the ability to ask the right type of questions, which
build rapport whilst encouraging the Customer to talk about
their "Wants" and more importantly their "Needs".
You
skilfully steer the conversation, probing the answers until
you are certain that a " Need" has been identified.
--> 7. Organisational Skills - Good Sales Professionals
have to
be organised. They know the importance of Business Planning,
Territory Management, Customer Prospecting and Profiling.
They also understand that organisation is the key to
building a better business, because they always find time to
exceed their Customers Expectation Levels.
--> 8. Objective Learning - Focus on learning
how to get better
at what you do. Read books, watch videos, network and use
your brain's full potential. Push yourself to new limits.
Attend training sessions, join professional selling
organisations and seek qualifications in subjects relevant
to what you do. Become recognised as a Sales Professional
and fulfil your true potential.
--> 9. Work Life Balance - Find time for family
and friends.
Have an interest outside of work and spend quality time with
those closest to you. Never lose sight of your roots, show
real interest in those around you and apply the same desire
for success in this area as you do in your professional
life.
--> 10. Goals - Set yourself targets - Set them
daily, weekly,
monthly, annually, for life and review regularly. "A person
going nowhere always get there", so avoid being this person
by mapping out some realistic targets and goals. The key
word is realistic because when you get use to achieving
targets and goals, you'll effectively create a habit that
will be difficult to break - and more importantly it's a
habit you will not want to break!
So there you have it, ten simple but highly effective
disciplines for "Better Results In Any Selling Environment".
Good luck and make your start today!
Who else wants to boost their personal influence? Laurence
Winmill makes
selling and influence easier - quicker. Buy his books at Bookshaker.com
About the Author - Laurence is a motivational
speaker, trainer and author. He specialises in Customer service, sales
and marketing. During his career he has sold a diverse selection of
products & services with significant results. Laurence has managed
at the highest level and built, dismantled and rebuilt some of the very
best sales teams in Newspapers, Advertising, Insurance and Pharmaceuticals. |
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