Sales Training, Telephone Training, Sales Management

Sales Experience
With over 30 years experience in selling and sales management. salesxcellence sales training will build sales skills and attitudes in your sales team that will ensure success. As a result of our training our clients have succeeded in achieving sales with FT100 companies. Sales Training that gets results. Contact us today

Improve Your Sales

Need help to achieve your sales target?

Sometimes in sales we find ourselves in a situation where we could do with a little help, email your question to salesxcellence and let's see if we can provide a solution.

Get Out of Voice Mail Jail

Voice Mail
Friend or foe to the sales professional?

What is your instant response to the question?

If your belief is voice mail is bad.... it will be bad! You will validate that belief by making sure you get no value from it. If there is one thing guaranteed to drive consultants up the wall, it is trying to get prospects to return their calls. We are in a catch-22, you cannot drop in without an appointment, but we cannot get an appointment because nobody returns our calls. You just cannot win sometimes.

I estimate that over 50 percent of the time we are reaching voice mailboxes instead of real people. With those kinds of statistics, you would think we had be better prepared for the situation… but most of us are not.

We had better be prepared because, whether we like it or not, the telephone, voice mail, e-mail, and other technological roadblocks to reaching our clients have become a reality.

Many of us feel that prospects are hiding behind their voice mail or e-mail systems. Not so. They're not hiding behind them, they're using them to screen or filter out potential time-wasting activities.

Perhaps you put the phone down and say s*x!! And think I will call later.

What a wasted opportunity! In my mind, voice mail is great! Why?

Any idea how much people pay for a 30 second commercial during the FA Cup Final/Champions League Final...about £500,0

Seven Ways to Improve Your Telephone Sales

Seven Ways To Improve Your Telemarketing

Telesales Magic Telesales Skills

Whether you're new to telemarketing or are a telemarketing pro, these seven telemarketing tips could give you the boost you need to start your phone sales career off right -- or to become even more successful.

1. Establish daily goals of how many calls you are going to make
If you have problems making as many calls as you want, begin counting pick-ups, not contacts. Begin with one or two a week, if that is your present calling rate. Pick-ups are defined as your picking up the phone and dialing for money.

2. Have a written telemarketing script prepared ahead of time
Practice this script until it becomes a natural part of you. Make sure this script contains a one-sentence description of your expertise and a "hook" to answer the one question that is always in the mind of the prospect: "What's in it for me?"

3. Tape record your telemarketing calls
You can improve your delivery and listening skills, and reduce the "ahs," "you knows" and other unprofessional elements of your delivery.

4. See your telemarketing calls as a game in which the objective is to "win"
Get the prospect to either agree to receive your marketing piece or to see you face to face. View the call as an opportunity to improve the prospect’s circumstances by informing her about your goods or services . Make the call as if you had no fear or doubt and were simply calling up someone to give or get information.

5. Never waste a telemarketing call
If the prospect isn't available to talk, use the call as an opportunity to talk with his screener to find out more about the company. If he isn't interested in your proposition, find out something else about his operation so you can refer other members of your network who might be of assistance.

6. Always remember to ask for referrals
Regardless of the outcome of a telemarketing call, always ask, "Who do you know . . " and fill in with a comment appropriate to your prospect's business.

7. Profile your best prospects, and acquire a telemarketing list matching those exact attributes
This is an easy way to improve your "hit ratio” instead of calling at random or using the phone book