Telesales
What are they - why do them?
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EDI Managed Services
Overview
Tim Frischholz
June 7, 2011
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Competitor Analysis 2007
Australia
SMS
Name Kristin Harder
Date 1 October 2007
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1© 2008 Miller Heiman, Inc.
All rights reserved.
www.
millerheiman.
com
Pressure on front-line sales managers to be close to
each and every deal is stronger than ever.
The challenge
is determining where sales managers should focus their
attention to provide the greatest value.
In short, sales
managers must prioritize.
We’ve put...
Mais
1© 2008 Miller Heiman, Inc. All rights reserved. www. millerheiman. com Pressure on front-line sales managers to be close to each and every deal is stronger than ever. The challenge is determining where sales managers should focus their attention to provide the greatest value. In short, sales managers must prioritize. We’ve put together a list of the top five things sales managers should be watching for as they review the opportunities being worked by their teams. Providing focused coaching to keep the sales team managing toward a closed sale will help sales managers make the biggest possible impact on results. 1. Get in Front of Customers There is no better place to invest time in current market conditions than with your current customers. But the most common mistake made when trying to secure this time with customers is that salespeople lack a valid business reason. Your customers are facing new challenges. The reasons they started doing business with you may have changed
Menos
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Notification & Reminders Sales Process
What is the start of the Sales process?
↓
1.
Lead Generation (suspects)
What do you want to know?
Company Name + Phone No.
How many leads should you collect?
No.
of leads 500+ (thousands)
Where can you find Leads?
Yellow Pages, Web Sites (Google, Ask Jeeves, Hoovers, City Search, ASX)...
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Notification & Reminders Sales Process What is the start of the Sales process? ↓ 1. Lead Generation (suspects) What do you want to know? Company Name + Phone No. How many leads should you collect? No. of leads 500+ (thousands) Where can you find Leads? Yellow Pages, Web Sites (Google, Ask Jeeves, Hoovers, City Search, ASX) Newspapers, Dun & Bradstreet List (Refer to your local Mgr), URL: http://incnetonline. com. au, Electronic publications, Visual etc… ↓ 2. Profiling No. of profiles 300 + at all times Collect this information and enter this in NetSuite What do you need before you can profile? Profile Script What questions should you ask? Does your company send reminder notifications to your constituents? Who is the person responsible for developing these? Are they the decision maker? What is their contact phone number? And their title? 3. Appointment Setting No. of appointments min 10 per wk Appointment Script What questions should you ask? On average how much do you spend per
Menos
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Set up.
.
.
Bring in.
.
.
Support
It’s as easy as
Start using WebEx Remote Support today.
You’re set to diagnose and solve technical support problems for remote
customers in real time—over the web.
View and control entire desktops or specific applications, based
on customer permissions.
You’ll have happier customers, and...
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Set up. . . Bring in. . . Support It’s as easy as Start using WebEx Remote Support today. You’re set to diagnose and solve technical support problems for remote customers in real time—over the web. View and control entire desktops or specific applications, based on customer permissions. You’ll have happier customers, and you’ll be more productive than ever. Write in your access info—and keep this quick start guide in a handy place. Your site: Your User name: Your Password: Your site administrator: 1 23 Welcome to WebEx Remote Support. Management e Access e Support System Management Remote Access Remote Support Management e Access e Support System Management Remote Access Remote Support QS-SC-RS-122005 CORPORATE HEADQUARTERS: WebEx Communications, Inc. , 3979 Freedom Circle, Santa Clara, CA 95054 USA Tel: +1. 408. 435. 7000 Fax: 1. 408. 496. 4353 ©2005 WebEx Communications, Inc. All rights reserved. WebEx and the WebEx logo are registered trademarks of WebEx Communications,
Menos
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Conferencing
Appointment Setting Script
Good morning/afternoon…(NAME).
My name
is _________and I’m calling from Premiere,
how are you today?
Premiere world leaders in technology
communication services that assist companies to improve business
communication processes.
I understand that you make the important decision about which...
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Conferencing Appointment Setting Script Good morning/afternoon…(NAME). My name is _________and I’m calling from Premiere, how are you today? Premiere world leaders in technology communication services that assist companies to improve business communication processes. I understand that you make the important decision about which service provider you use for Audio & Web Conferencing. Am I correct? Who is your current provider ? Excellent! The reason I ask is because Premiere has been able to demonstrate superior service offerings for companies such as yours who are using…(SERVICE PROVIDER). I’m sure that you are always looking for ways to improve your business and this is the reason I’m calling. I would like to schedule a 30 minute meeting with you so I can demonstrate how we can provide a more effective service for your (solution). I have my diary open in front of me and I am looking at …(DAY) at…(TIME). So we can tailor a solution that meets your requirements, I’m going to ask a
Menos
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How to be an expert
The only thing standing between you-as-amateur and you-as-expert is dedication.
It turns out that rather than
being naturally gifted at music or math or chess or whatever, a superior performer most likely has a gift for
concentration, dedication, and a simple desire to keep getting better.
In theory, again, anyone...
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How to be an expert The only thing standing between you-as-amateur and you-as-expert is dedication. It turns out that rather than being naturally gifted at music or math or chess or whatever, a superior performer most likely has a gift for concentration, dedication, and a simple desire to keep getting better. In theory, again, anyone willing to do what s required to keep getting better WILL get better. Maybe the "naaturally talented artist" was simply the one who practiced a hell of a lot more. Or rather, a hell of a lot more deliberately. Dr. K. Anders Ericsson, professor of psychology at Florida State University, has spent most of his 20+ year career on the study of genuises, prodigies, and superior performers. In the book The New Brain (it was on my coffee table) Richard Restak quotes Ericsson as concluding: "For the superior performer the goal isn t just repeating the same thing again and again but achieving higher levels of control over every aspect of their performance.
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Socratic Selling: how to ask the questions that get the sale,
Kevin Daley, Irwin Professional Publishing
Socratic Method: A method of teaching or discussion, as used by Socrates, in
which one asks a series of easily answered questions that inevitably lead the
answerer to a logical conclusion.
Respect the customer
Help the customer...
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Socratic Selling: how to ask the questions that get the sale, Kevin Daley, Irwin Professional Publishing Socratic Method: A method of teaching or discussion, as used by Socrates, in which one asks a series of easily answered questions that inevitably lead the answerer to a logical conclusion. Respect the customer Help the customer think Help the customer make decisions. End of chapter notes Begin with a Socratic opener: Say you are prepared “Mr Jones, I’m prepared to talk about . . . . . . . , which we discussed on the phone. ” Invite the customer to speak on the subject. “If you could give me your perspective on that . . . “ Offer an immediate benefit. “We can focus the meeting on what interests you. ” Every customer has a perspective on a subject and is only too happy to share it. Ask. The customer owns the past. The customer has no stake in the future – until the past has been dealt with. Help the customer tell the story. Use Socratic draw probes: “Tell me more abou
Menos
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Improving Business Processes
Appointments
Sales Call
Conferencing Account Manager
Richenda Boeck-Hopley
Sales Training & Development
Manager South Asia
21st May 2008
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Notifications Training
Dewey Anderson
Notifications Product Mgmt
March 10, 2011
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Total Inter Action Pty Ltd, Level 2, 34 Belgrave Street, Manly NSW 2095 Australia - Ph: +61 (2) 9977 6707 Fax: +61 (2) 9977 8804
© Total Inter Action Holdings Pty Ltd
This program develops the core
thinking, communicating and
consulting skills required to become
a persuasive solutions provider and
‘trusted advisor’.
PROACTIVE -...
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Total Inter Action Pty Ltd, Level 2, 34 Belgrave Street, Manly NSW 2095 Australia - Ph: +61 (2) 9977 6707 Fax: +61 (2) 9977 8804 © Total Inter Action Holdings Pty Ltd This program develops the core thinking, communicating and consulting skills required to become a persuasive solutions provider and ‘trusted advisor’. PROACTIVE - Solution Selling is an experiential program that looks at the shift required to sell products as solutions. Highly effective communication planners and real customer scenarios make application back in the workplace easier. Participants learn how to improve through powerful exercises, roleplays and presentations. They also receive one-on-one feedback and coaching that accelerates the learning process. • Understand personal thinking preferences, selling strengths and why you do what you do • Be able to profile others and adjust approach and style appropriately • Use a warm call planner to maximise success in getting meetings with decision-makers • Use a discov
Menos
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One is Still a Powerful Number
Don t we often downplay what can be accomplished by just one person? We lose sight of the fact that just
one person, with unfailing enthusiasm and consistent industriousness, can achieve results that are truly
staggering-a virtual miracle.
As a young man, Elzea Bufier owned a small farm in France where...
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One is Still a Powerful Number Don t we often downplay what can be accomplished by just one person? We lose sight of the fact that just one person, with unfailing enthusiasm and consistent industriousness, can achieve results that are truly staggering-a virtual miracle. As a young man, Elzea Bufier owned a small farm in France where he lived with his wife and only son. He was very content living a simple, peaceful life. Unfortunately tragedy struck, and he lost both his wife and son to sudden illnesses. Unable to live on his farm without them, he began searching for a new place of solitude. With only his dog and 20 sheep, he roamed the countryside for almost a month. Finally he came upon a spot as desolate as any in France. He found an ancient ruin and decided to make it his new home. The nearest village was over two days walk, but he decided it was at that spot that he would do his shepherding, so he could live a very quiet, peaceful life. Even though Elzea was very hurt by
Menos
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GROWTH STRATEGIES
FOR SALES LEADERS
IN COMPLEX SELLING
ENVIRONMENTS
Executive Summary of the 2009
Miller Heiman Sales Best Practice Study
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Improving Business Processes
Appointment Dialing
Conferencing
Account Manager
Richenda Boeck-Hopley
Sales Training & Development
Manager South Asia
21st May 2008
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Earn Your Doctor of Selling Degree
To become an effective salesperson, diagnose before you
prescribe
I once traveled with an insurance salesperson who was meeting with a well-qualified potential client.
After
a few pleasantries, the salesperson asked a couple of minor questions and then began hammering the
potential client with tons...
Mais
Earn Your Doctor of Selling Degree To become an effective salesperson, diagnose before you prescribe I once traveled with an insurance salesperson who was meeting with a well-qualified potential client. After a few pleasantries, the salesperson asked a couple of minor questions and then began hammering the potential client with tons of information regarding insurance options. After ten minutes, I could see the buyer s eyes begin to glaze over. That s when I stepped in and asked the potential client, "What are you really trying to accomplish here? What s most important to you?" The client s relief was palpable. It brought home to me a timeless truth about selling: Buyers don t care how much you know until they know how much you care. "But I really do care," you may protest. And I believe you. Most salespeople care deeply about their clients. It s just that many of us develop bad habits that create the perception of someone who cares only about making the sale. Buyer suspicion i
Menos
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Improving Business Processes
Profiling
Conferencing Solutions
Richenda Boeck-Hopley
Sales Training & Development
Manager South Asia
21st May 2008
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Improving Business Processes
Sales South Asia
What are my role expectations
Richenda Boeck-Hopley
Sales Training & Development
12th November 2008
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