Top Telesales Techniques
By Jenny Cartwright
About
the
Author
Introduction
Pre-call
Planning
Getting Through the
Gatekeeper
Handling
Voicemail
-
How
Not to Leave
a Voicemail
-
The
Correct Way
to Leave
a Voicemail
Message
-
More Things
to Consider
About
Voicemail
The Importance of Your Tone
of Voice
1. Smile
2. Emphasize certain words
3.
Watch
your speed
4. Stand up
5. Voice Exercises
How
to Open a Cold Call
Starting a Cold Call with an
Interest-grabbing
Statement
Ideas
for
Creating
Good Interest-grabbing
Openers
-
Examples of Good Interest-grabbing Openers
-
Creating
Good
Interest–grabbing
Opening
Statements
-
Interest-grabbing
Openings
for Inactive
Customers
-
Interest-grabbing
Openings
for Active Customers
How
to
Make
an Appointment
The
Art
of
Questioning
on
a
Cold
Call
Guidelines
for
Effective
Questioning
Listening Skills
-
Auditory
-
Visual
-
Kinesthetic
Words
to
Avoid
in a
Sales
Conversation
1. Avoid
Negative
Language
2. Never use the
word
"BUT"
to counter an objection
3. Change "Why"
questions to "How”
questions
4. Start using the words
"for You" in
your
presentations
5. Avoid
closing conversations
with
"Not a problem" or "No worries"
6. Avoid "Sorry
to keep
you"
and "Are
you
still there?"
How
to
Handle
Every
Objection
Dealing with
the
Price
of
Your
Product
or Service
More Ways
to Deal with the Money
Issue
How
to
Deal with People
that
Avoid
Making
a
Decision
to
Buy
Closing
the
Sale
How
to
Ask
for
the
Order
How
to Do the Follow-up
Call
How
to
Ask
for
Referrals
-
What stops
you from asking
for a referral?
-
Mistakes
People
Make
-
The “Asking
for Referrals”
Script
-
Important Points to
Remember
-
More
Referral Tips
How
to Overcome
Call Reluctance
Making
Some
Quick
Sales From
Your
Own
Database
1. Call Your "A" Customers
First.
2. Call Your "B" Customers
Second
3. Call Your "C" Customers
Third
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