There are both opportunities and threats to consider.
August 26 was yesterday; not yet a done deal?
--- "Last year, we (the Philippines) generated about $4 billion to $5 billion in revenue."
Whether you are at the beginning of your sales process or you have just finished presenting your solution and you are fielding questions, if your prospect has doubts about your product, there is always the possibility that your product's capabilities aren't really in question. You need to ask yourself if it's your prod...
If your customers or prospects are procrastinating at the beginning of the sales process and they keep putting off your initial call, it's probably because they believe that you have nothing of value, and meeting with you will be a waste of their time.
Initially, you need to increase your ability to gain rapport and sh...
Then a few things happened.
1. Switchboards became more sophistic...ated, cheap, and plentiful. In fact, they now allow incoming calls to be routed to their final destination with no human intervention. So if you call into a company's main number and you do manage to get a human operator, that person is probably the first line of security for incoming foot traffic as well. They really won't have a lot of time for bantering with you. Just tell them who you want to connect with and they'll put you through.
2. VoIP. If you thought caller ID was a nightmare, then you are gonna love Voice over IP or VoIP. At one point, managers and decision makers had to look at the LCD display on the phone to see the number and possibly the name of the party calling. These days, with the right system, managers can automatically forward a block of incoming calls to other numbers or directly to voicemail. So, as a manager, I can set up my calling profile to forward my most important contacts directly to my cell phone while forwarding the pesky chemical sales rep directly to voicemail.
3. Voicemail. Today, you are more likely to reach the electronic gatekeeper instead of a real person. With so many people operating from their cell phones, using Skype, and interfacing with Google Voice, you will probably find yourself leaving a 30-second commercial directly to the decision-maker rather than speaking with a "gatekeeper." Be ready to make it a good one.
Over the last few years when I actually reached a live person, I've had better results by engaging the "gatekeeper" and soliciting their help rather than trying to get past them. Simple statements, like, "I'm hoping you can help me out." Or "I'm calling for Mr. Boom today regarding a previous correspondence, but before you put me through to him, I have a few questions for you if you have the time." The "gatekeeper" can be a wealth of information if you take the time to do some discovery work. And the information they supply will give you an additional perspective over information you collect over the web.
For small companies, you'll probably end up speaking to a machine rather than a human being in the initial phases. But as your target companies increase in size and the people that you call on have more global influence, so will the probability that you will speak with a personal assistant before you reach the decision maker. Instead of trying to get past them, I would encourage you to first try to turn them into your allies. After all, in a large company, you will need all of the allies you can find.
By: Willie Thompson
Kunnect makes it very easy for your sales, marketing, service and support teams to start creating more customers, make them stay with you, where both you and your customers earn, gain, and benefit from all of it. Kunnect makes "Talk is Cheap!" a reality.
By Art Sobczak
Telemarketing, telesales, cold calling ... whatever you want to call it (and I'll use the terms interchangeably), the professional use of the phone in sales is a process, not a goofy technique or gimmick.
We're going to trav...
--- "Selling is like baseball because an
error can cost you the sale."