Call Center Sales
Exposing the 6 Myths of Call Center Sales: The Recruitment Myth
Welcome to the second installment of our series: Exposing the 6 Myths of Call Center Sales. Be sure to check out the first post in this call center training series here. Myth #2: You can build your call center team by hiring people the same way you always have. You know how to find great…
Read MoreExposing the 6 Myths of Call Center Sales: The Motivation Myth
If you’re responsible for a call center, you know how hard it is to deliver excellent customer service consistently, while at the same time continually reducing costs. The last thing you need is a whole new set of demands and challenges. But you’ve got them anyway, because now you’re now being asked to generate new…
Read MoreWhat’s The Best Way to Establish a Relationship with a Prospect?
There are 5 things I have learned in 25 years of prospecting. Wait, I know, that’s only one thing every five years. Hear me out. I’ve learned more, but these seem not as obvious as others, like know your customers, which I did not when I made my first prospecting call in September 1993. Me:…
Read MoreGo Sell Yourself (3 Fundamentals to Prospecting)
Have you ever stopped to think what it would take to sell yourself something? I mean to call you during dinner and really have your beliefs changed about a product or a service and get you to stop eating and invest your hard-earned money. Do you have what it takes to sell yourself? When I…
Read MoreThe Number One Barrier to Prospecting (It’s Not What You Think)
Check out this article recently published by Selling Power and written by ASLAN CEO and co-founder Tom Stanfill on the number one barrier to prospecting and the chances of engaging a new decision maker.
Read MoreSales Prospecting: Earning Presidents and Benjamins Faster
Spending too much time on low probability prospects can put a serious damper on your sales execution and the receptivity of your audience. A sales team that is not effective at qualifying prospects before they begin their sales process is a bit like someone holding a heavy metal concert for a group of classical music…
Read MoreWho Said “No”?
I hate the phrase, “Never take no for an answer.” It’s a sales philosophy that confirms the decision-maker’s preconceived notion that sales reps are pushy, arrogant, and self-centered. But here’s what I do agree with: never accept no from someone who can’t say yes. That’s not original with me but I like the sentiment. I…
Read MoreThe Element Of Surprise
I enjoy comedy. Of course, I have my own preferences when it comes to “good comedy.” For late night, I’m a Jimmy Kimmel guy with Conan and Fallon close seconds. Sitcoms – it will be hard to ever top Seinfeld. That said – last week’s end to The Office was a special moment for this…
Read MoreIf You Aim At Nothing, You Will Hit It Every Time
You are sitting in a coffee shop, or maybe at your cubicle, prepping for your first discovery meeting with a prospect (at least I hope you’re prepping). You know you need to learn more about their needs, so you begin thinking about ….what? What do you typically focus on? If you are like most sales…
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