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This training Material is very valuable, and very simple, and absolutely free. If you don't study thy self to be approved, no one else can do it for you.

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Telmaxcenter (TMC) Who We Are

We are not only Telemarketing Center, but also a training centers, contributing to generating fully round Fluent English speaking Telemarketing Agents, which is extremely important for the success of any Call Center.

One mistake that people often make is putting in effort to study grammar rather than conversational English. In order to become a good English speaker, remember to focus on actually conversing rather than just memorizing grammatical rules. To speak good English you need to focus on conversing!

Also remember to LISTEN! Sometimes, you can begin to understand other people before actually being able to speak fluently yourself. This is a step in the right direction. Being able to understand others will help in forming conversation yourself. Be sure to completely immerse yourself in the language. If you continue to limit yourself to social circles that do not speak English, it will make fluency that much more difficult. By submerging yourself in the language you will be forced to learn and use the English language.

Another tip is to not translate each and every word or phrase that you hear. Often you will misunderstand the topic of conversation by taking the most literal translation of each phrase. As in every language, English speakers often revert to slang and cliches. Don't be afraid to ask what these mean, by understanding these phrases you will be that much closer to fluency and on your way to being able to speak correct English.

Most importantly, remember that all the listening and reading in the world will not make you a better speaker. Many people are intimidated at first when they try to jump into conversation, but it is the only way to improve your fluency and speak fluent English. Don't be afraid! People will be more impressed at your ability to speak a second language than your accent or mispronunciation of words.


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Active Campaign management Forms, All Call centers Must fill out innfo in the proper form.


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TeleMaxCenter goes the extra mile To Make sure every Call Center and their agents do well, and have great success in the campaigns that your are running, I take pride in providing all the training resource you need right at your fingertips, so that you can have positive results on a daily basis, I am here 24/7 for Everyone involved in the Campaign.



Please Note:

A new policy in place any campaign that is provided byTelemaxcenter, There are some accounts that require a Security Fee from the clients end most cases it is refundable depending on there requirements, for setup process and MIS system in place for the centers to have access to report there Daily result, this is a Mandatory process.



Description:

I provide Training to the registered centers with Telemaxcenter, this is the fee charge for the training material and time spent with the agents, and the projects provided to them so that they can be successful.


 

How does 2 Way Video Chat work?

Software generates a room link that is sent to the other person using any method (email/text messenger/sms). By using that link both parties get instantly face to face on big video panels. No downloads required. All is browser based and works on almost any platform (Windows, Mac OS X, Linux). Parties can also meet at any scheduled time.


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Important Tips:  Tips

    7 Keys to Turning Cold Calls Into Warm Calls

    Cold calling secrets to make cold calling successful.

    Lets face it when it comes to cold calling many of us fear being rejected. What if I was to tell you I have come up with 7 keys to turning your cold calls into warm calls? Would you believe me?

    Try these 7 cold calling ideas for yourself and see just how easy making a cold call can really be.

  1. Change Your Mental Objective Before You Make Your Call
  2. When making a cold call the traditional way, your main objective is usually to try and get the appointment or make the sale. The main problem with that is when you do make the call it is quite clear to the person on the other end of the phone that this is your goal and they usually think of an excuse to get you off the phone before they have a chance to hear what you have to say.

    To turn your cold calls into warm calls you need to change your objective to creating a feeling of trust with the person you are calling. It is important to remember that the person you are calling needs to feel that you are calling to help them rather than just trying to make the sale.

  3. Understand The Mindset of The Person Your Calling
  4. This is an extremely important tip and one that can help you greatly with your cold calling success. By putting yourself in the mindset of the person you are about to call, you can move beyond making a sales pitch.

    Imagine that you are that person receiving the call and you hear Hello, my name is Clare and Im with a company called Financial Solutions International, do you have a few minutes? What would be your immediate reaction?

    Youd probably think Salesperson! How can I get them off the phone. Instead, try beginning your conversation with Hi, my name is Clare, maybe you can help me out for a moment? Something as simple as that puts you smack in the middle of your prospects world of welcoming phone calls.

  5. Identify A Problem That Your Company Can Solve
  6. Knowing a specific problem that your prospect is having is how you can immediately create a natural conversation on the phone.

    If your prospect feels that you really do understand their particular issues, then they are more open to hearing your solutions giving you the opportunity to see if you both are a good match.

    Identifying the problem before you make your cold call really can make a major difference in the success of your cold call.

  7. Start A Conversation, Dont Give A Presentation
  8. Giving a presentation is the old traditional way of cold calling which has the negative affect of creating sales pressure and viewing people as prospects.

    Engaging people in a natural conversation is the only way to avoid rejection because you are relaxed as if you are talking to a friend. A genuine approach will always put your potential customer at ease from the start.

    Never assume beforehand that your prospective customer should buy what you have to offer. Your prospect will pick up on this right away and you will be on your way to losing the sale.

  9. Start By Asking A Question
  10. After your opening cold calling statement, always begin by asking a question about how you can help them solve issues that you believe your solution can solve.

    Think about it, how would you respond if someone genuinely knew what you were struggling with and had ideas to solve it?

    By basing your cold call on honesty and truthfulness and knowing how to engage your prospect based on their issues, then all of a sudden your call becomes a two-way dialogue rather than a one-way pitch.

    You will be able to open up a conversation and be able to build up trust at the same time.

  11. Recognizing and Diffusing Hidden Pressures
  12. By being able to recognize hidden sales pressure you can turn your calls into pleasant conversations. And be aware, that enthusiasm can make your prospects feel pressure from you.

    Learning to engage in a natural conversation can alleviate this pressure and leave your client open to the idea of hearing what you have to say.

    Try to avoid controlling your calls in a way where your prospect feels you are taking them down a sales process. Give them a chance to share their concerns with you without having to worry about you trying to close them.

  13. Determining A Fit
  14. Lets say your call is going great and the dialogue is flowing well but the conversation is reaching its natural end. What do you do next?

    Most people who sell assume they should try and close the person to an appointment. But there is a risk in that if the persons problem isnt a priority to solve. So its important that you first ask Is this issue a priority to solve or is it something thats on the back burner?

    Not only have you determined a need but you will also determine a time frame. This could save you months of wasted follow-up calls.

    Now its time to start putting these tips into practice. From personal experience, I can tell you that you if use these ideas on your cold calls, youll know how to turn cold calls into warm calls.

7 COLD CALLING TIPS THAT WILL YIELD GREATER RETURNS

Sales Success cold call script, cold calling tips, how to cold call

Cold calling potential prospects can be frustrating and hard. Whether you are doing it in person or on the phone, it is your job to warm up a potential customer.

This process can be exceedingly difficult, especially if you’re not used to it.

I’ve called many prospects and I’m going to show you how to make this process much easier.

Cold Calling Tips To Help Improve Your Closing Rate

If you’re not sure how to cold call, follow my cold calling tips to help you secure more leads and customers!

  • 1) Focus All Of Your Questions On Your Client, Not Yourself
  • In your initial contact with the prospect, focus all your attention and your questions on the prospect. Don’t talk about who you are and your questions on the prospect. Don’t talk about who you are and what you do, or about your company. Remember, it is about them, not about you. Client-centered selling is professional selling. You are only selling professionally when you are talking to your client about his or her wants and needs.

  • 2) Plan Your Questions In Advance: More Information = More Sales
  • In cold calling, the more information that you can elicit, the easier it will be for you to qualify the prospect and then go on to make a sale.

    This is where questioning is so important. Your questions should be thought out carefully in advance, and organized in a logical sequence, from the most general to the most specific.

    See sample Videos how it is down just by clicking here.


  • 3) Cold Calling Scripts: To Follow Or Not To Follow?
  • Once you have a positive response from a prospect to your opening question, you then ask him questions about his business, his market, his budget, and so on. Very often, people will give you all of this information in exchange for the benefit that you promised in your opening question.

    To get the answers to these problems from your prospect, ask questions such as the ones in these cold calling scripts below:

    “If you could magically eliminate three of your biggest problems in your business or market, what would they be?” “If you could create the ideal situation for your business, what would you change?”

    “I’d like to schedule a meeting with you in person to discuss your business needs and how my product will benefit you. How does Wednesday at 2PM sound?”

    Always remember, that cold calling and sales in general should be very personal. You should focus on your customers needs as an individual on a case by case business.

    This is how you build relationships with you customers and have long sales relationships to come. Using cold calling scripts can make the call feel less personal and this is something you want to avoid.

  • 4) “Cold Calling Tips” In Person: Less Is More
  • When you are cold calling or calling on a prospect for the first time, a strategy is for you to “go in naked.”

    What this means is that, at the most, you carry a simple folder rather than a briefcase full of brochures or samples.

    If the prospect is interested and wants a presentation and more information, you can always go back to your car to get what you need and bring it in. But when you go in without a briefcase you lower the stress of initial sales resistance and cause the prospect to relax and open up to you sooner.

  • 5) Don’t Attempt To Sell On Your First Cold Call
  • On your first call, you should never attempt to sell.

    Focus on information gathering. Unless you are selling something inexpensive that requires little thought, you want to interview the prospect by asking questions. Take notes and tell them you will come back to them.

    Focus on building the relationship and coming across as friendly, genial and nonthreatening.

  • 6) Keep Your Prospect Relaxed
  • The longer that your prospect remains relaxed, and the more he opens up to you, the more likely it is you will make the sale in the long run. If you are cold calling on the phone, read my previous blog about my “100 Calls Technique” that I like to use. It will help you to relax and be much more personable on every one of your sales calls.

  • 7) Find Out Exactly What Benefit Will Cause Your Customer To Buy From You
  • With each customer, there is a key benefit that will trigger buying desire and cause the customer to purchase your product or service.

    At the same time, there is a key fear or doubt that will hold the customer back from buying. Your initial job in your first cold call with your prospect, and the key to qualifying, is to find out exactly what benefit will cause this customer to buy from you, and exactly what fear or doubt might hold this customer back from buying from you.

  • BONUS TIP: Don’t Be Afraid To Ask For More
  • Don’t be afraid to ask. “Ask” is the magic word for sales success. You can even say, “Mr. Prospect, what we have found is that there is always a key benefit or major reason that a person would purchase our product or service. What might it be for you?”

    If you are open, honest, and genuine, and ask out of curiosity, you will be amazed at the answers you’ll hear. Prospects will ofter give you all the information that you need to make a sale. The key for you is to ask.

  • Conclusion
  • Follow these 7 cold calling tips to help maximize your sales, generate better leads and create long lasting relationships with your customers.

    Training Tools  Customer Services Excellence 

    4 Most Important Call Center Customer Service Representative Qualities

    Good call center customer service representatives are hard to find. To be the best, they have to have the right personality, skills, and fit for your team. And because customer service directly impacts revenue, you should aim to build the best customer support team possible.

    Here are some key skills that the strongest call center customer service reps possess as well as tips on how to refine your skills if you’re not quite there yet:

    1. Patience
    2. Just like your mother always told you, patience is a virtue. Unfortunately, it can wear thin when you’re dealing with a particularly confused, angry, or perseverative customer. What sets the best customer service reps above the rest is that they treat even the most frustrating callers with respect.

      How to get it: Although arguably the most important trait of a good customer support rep, this is also one of the toughest skills to hone if it doesn’t come naturally. That doesn’t mean it’s impossible though. If you want to improve your patience, try taking a deep breath next time you find yourself getting irritated with a caller.

      Focus on slowing down your breathing and remind yourself that this isn’t a personal attack, but an angry caller who’s really frustrated about something else. Remind yourself that it’ll be over shortly, if you can just power through and make them as happy as possible. If the situation ever gets so bad that you risk losing your temper, you can always put them on hold briefly while you cool off.

    3. Creativity
    4. The best customer service rep’s always have a creative solution to the toughest problems in their back pocket. Irritated customers, no-show products, slow-going troubleshooting… all of these tough situations call for creative solutions from time to time. Being able to come up with a creative solution that will satisfy a customer, while costing the company as little as possible, makes the difference between a good service rep and a great one.

      How to get it: If you feel like you’re not coming up with creative of solutions to tough problems, first of all, good job recognizing that. Although creativity isn’t as hard to achieve as some of the other necessary skills, it’s one that sometimes we don’t realize we’re missing in the first place. So now that you know that you want to get more creative, the first step is to learn the ins and outs of your business, products, and services.

      With knowledge, creativity often comes naturally because the more you know the easier it is to see a wide range of options for any given obstacle. For the most part, the rest comes with practice. As you are presented with different dilemmas, you’ll start to get a feel for the common ones and the common ways to solve them. Then, you can start thinking a bit outside the box to get a little more creative with some of your solutions when the situation calls for it.

    5. Clear Communication Skills
    6. A call center customer service rep’s most important skill is to effectively communicate. Communicating well means both understanding what the caller is trying to get across and then responding in a way that makes sense to the caller. For troubleshooting especially, this can be a tough task. When things get too technical, it can be challenging to explain exactly why something’s happening or what needs to be done. But a good rep will be able to bridge this gap, overcoming any communication obstacles.

      How to get it: Effective communication is another skill that comes with practice. Working with a wide variety of customers is probably the fastest way to help work on communication skills. If you’re a customer service manager, you can help speed up the process of encouraging your reps to develop stronger communication skills by having them practice. Make role playing a mandatory part of training, and check in on a regular basis to monitor progress. Good communication starts with training, and then spreads to the phones.

      cta1a-9topqualities
    7. The Ability to Stay Positive
    8. Unfortunately, call center customer service reps encounter a lot of negativity. They often interact with callers when they’re at their wit’s end, upset, and tearful. When dealing with a difficult customer, it can be challenging to stay positive. But it is an absolute must for good customer service representatives.

      How to get it: Staying positive during a trying situation has a lot to do with personality. However, if you’re not naturally a positive person, it’s not impossible to make a switch. It will take a bit of effort and a new way of thinking. To start, smile, even if you’re talking on the phone. Smiles can actually be heard in your voice and, even if you don’t feel all that perky, it will automatically help perk up your tone.

      You can also remind yourself that the person on the other side of the phone isn’t actually upset with you. They’re upset with the company or brand that you represent. Instead, smile, stay upbeat and remind yourself that you’re there to serve the customers and make them as happy as possible.

      While not all of these skills come naturally to everyone






    Phone Skills Etiquette

    One of the basics in a business is learning proper business telephone etiquette. Telephone calls are part of everyday work. It is a necessary tool, which in most business is the first point of contact with customers. It can either make or break a business transaction. Telephone etiquette is also one way of improving communication skills.

    First Impression

    As the saying goes, first impressions last; most business transactions start with a telephone call, and how the conversation goes often gives the customer an overall impression of the business. Thus, learning proper business telephone etiquette is important because a call can either make or break a potential future business client.

    With this in mind, you should be prepared before taking a business telephone call but at the same time should not let the caller wait longer. The rule of thumb is to place a customer on hold for no longer than two minutes. If there's a need to put them on hold for more than two minutes, you should go back to the customer.

    Calls should be answered after the second or third ring. You should have a standard greeting to be used. Most of all, modulate your voice because this is an important aspect as to how the call will turn out.

    Basic Customer Service

    Learning business telephone etiquette is essential because it is considered a basic customer service. Established and repeat clients usually make calls more often with the business to follow up because they are already familiar with the business environment. If telephone etiquette is applied, customers will not only come back for you services but can be third party advertisers for your business; they can recommend a business through word of mouth not just for the products offered, but because of the excellent customer service.

    You should take note that the person on the other line may not see the facial expression used when taking a business call, but the tone of voice can determine the facial expression. In a telephone call, it is essential to listen and speak to the person on the other line, in a proper and prepared manner. Always respect the person on the other end of the line.

    Enhancement of Communication Skills

    Speaking can develop one's communication skills. Those who often speak can master the art of talking. You can even practice proper grammar through telephone conversations. Telephone conversations are not just for the benefit of the party calling but for you as well, as a business owner. It is recommended that when you answer a call you should always be positive, not just in tone of voice but in your overall personality.

    By knowing the importance of learning the proper business telephone etiquette, you should keep in mind that telephone calls should not be taken carelessly but always with great care and attention.





    Training Material Tools

    It is so important to engage in some kind of constant training, not only to keep up with the rapid changing technology aspect of the call center industry but it will keep you refreshed, and help you become a better agent, Knowledge is power.

    High staff turnover is common and a typical Call Center frequently has many part time team members and employees working different shift patterns since these Call Centers are usually operational for long hours, seven days a week. Consequently, training is a constant requirement and has to be readily available to enable the team to become productive and efficient quickly.

    20 Challenges such as data entry errors can cause massive headaches – these companies tell us that up to 20% of what people key into their IT systems is wrong, which means personal and confidential client information is inaccurate. It is also not unusual to have more than one system in place for different processes and it is important to keep external policies and regulations in mind as they can change frequently and should be communicated to end-users.

    The impacts of the above can be damaging to business and profitability goals. If policies and best practices are not always adhered to, or if staff are not aware of them because business process changes have not been applied to the system, then they could end up breaking legal codes of conduct. Staff will lose proficiency with the system, employees will feel unmotivated and unable to do a good job leading to low job satisfaction and in the long term they will ultimately leave the organisation.

    It can take a long time to realize but training is regularly the missing piece of an organisational puzzle. It is often left until the last minute, under-funded (or more commonly - not funded at all) missing piece.

    Yet, having a properly trained workforce is a critical part of running a successful, profitable organisation. Companies that have realised this are introducing a modern way of training. Instead of booking their employees out for a full week on an intensive training course that includes expensive travel and catering costs; they are finding it a lot more effective to support their end users with on the job training whilst they are using the live application. Studies also show that the retention rates of this type of training are much higher.

    Unlimited Incentives

    We have a Incentives program, that can be earned daily/weekly/monthly. More cash rewards mean being able to give more to those who matter most to you. Each free gift is a way of saying "thank you". Weekly Team incentive giveaways.

    Career Growth

    We Train to give every agent . Learn from the most dedicated Management team of mentors who help build life-long learners and leaders through the extensive training we provide.




    Refresh your Skills and take the Test, or New agents a must Try it!!!


    Training 

    I share this with every Call Center I work with expressing how important it is to continue to do training with your agents, this is so important, it shows that you as Employee value them as the main source of your ability to generate revenue, it's a huge benefit for agents to stay on top of there game and they will enjoy their job more importantly..


    4 Steps to Handling Cold Call Objections

    by Rodney B. Fisher sr.

    Let’s say you’re talking with a prospect, and the conversation is going well. You’ve focused on problem solving, and there seems to be genuine interest. But then...there’s an objection. What do you do?

    p>In the old cold calling way, you try to overcome the objection. You defend the potential sale.

    But what if you don’t? Suppose you listen carefully instead, and give the other person your full attention. Now you’re sharing the process with them. You’re interested in what they’re thinking. You’re building trust, and you’re showing that their issues are important to you.

    Here are 4 important tips for responding to objections the new cold calling way:

    1. “That’s Not a Problem”
    2. Try using the phrase, “That’s not a problem” when appropriate. Believe me, it’s usually hard for prospects to share honestly what’s on their minds when they’re talking to you. They don’t want to disappoint you, or they’re afraid you’re going to pressure them.

      So when they bring up an objection, step backward rather than forward. If you try to move things forward at this point, you’re introducing sales pressure.

      You can diffuse all that by saying, “That’s not a problem.” You’ll find that others are much more relaxed and open to sharing. Because you’re showing that your focus is on them rather than on the sale.

    3. Pause and Re-open the Conversation
    4. Once you’ve said, “That’s not a problem,” it’s a good idea to pause rather than jump in with a solution. Let yourself focus once again on their issues.

      So whenever you hear an objection, stop. Take a deep breath and physically relax. Then gently re-engage the conversation as you continue to explore the truth of your prospect’s situation.

      For example, let’s look at the objection, “We don’t have the budget for that.”

      You might respond with, “That’s not a problem. In many cases, clients haven’t considered a budget for this. Would you be open to a different way of looking at things that can give you a positive ROI for your business?”

    5. Relaxing vs. Panicking
    6. So many salespeople panic when they hear an objection. It’s hard to relax if you’re feeling the possibility of a sale slipping through your fingers.

      So the solution is to move your focus completely away from the sale. It’s easy to continue talking in a relaxed, interested way when you’re simply exploring the truth of where things stand.

      Objections really are a place for you to share thoughts and information. When the other person feels that you’re open to this, they’ll be open with you.

    7. No Defense Is Best

    Let’s say you’re really “rolling” with the new cold calling mindset. You’re focused on the person instead of the sale. But in spite of that, you still react defensively whenever someone brings up an objection.

    Here’s some thoughts to help you stay anchored in the new cold calling mindset: Remember that whenever you’re feeling frustrated, panicky, defensive, or disappointed, then you’re focused on the sale. Remind yourself to be only focused on the truth of where the other person stands.

    This keeps you fully centered in the mindset of helping others solve their problems. It also helps you move on graciously if there appears to be no “fit” between the two of you.

    Also remember that when you get defensive, you’re shifting into “battle mode.” This creates sales pressure. Your voice is louder, and you talk faster. And you become overly enthusiastic. You’re no longer being your natural self, and this tells the other person to raise their guard. You’ve become a “typical salesperson.”

    So when there’s an objection, take several deep breaths and speak at a relaxed, unhurried pace. Use your natural voice in a way that’s warm, friendly, and low-key. You’re building a relationship, and this may be very important someday.

    So there you have it. Release your fear of objections, and especially stay away from moving into “battle mode.” You’ll stop panicking whenever an objection is raised, and you won’t introduce sales pressure. Your cold calling conversations flow more naturally, and both of you will stay more involved and interested in the process.


    Is Selling Painful For You?

    It's not your fault -- and there is a better way

    cold calling and sales techniques that were once successful have completely lost their effectiveness over the years. That's why I developed a new sales mindset and cold calling approach that will quickly and automatically put you ahead of the game and instantly in a league above your competition.

    1 - "Cold calling is a numbers game." But, sales is only a numbers game when all you know is traditional selling. Yes, you can call people over and over, chase them until they listen to you so that you just go away. However there is a better - easier method of building trust and getting your product or service message across - all on one call. Simply by changing your sales approach you'll make FEWER CALLS and MORE SALES.

    2 - "Use a sales script to cold call." People can tell when you're reading from a script, even if you think you're pretty good at it and getting away with it. There's nothing personal about it and people can pick that up. Being artificial just puts you into the typical "Salesperson" category.If you can learn to get your message across in a different way, you'll eliminate the negative triggers that can lose your sale within seconds.<.p>

    3 - "Focus on closing the sale." Are you "going in for the kill" with your closing sale technique? - If you are, you could end up killing your deal instead. Old sales techniques do nothing more than pressure the client or prospect, and as a result they naturally want to retreat away from that pressure - and that pressure is you. By learning to avoid the "push and pull" dynamic between you and your prospect, you'll be able to move the sales process forward to get the result you want.


    Welcome to The World of Selling™

    You don't have to abandon the selling skills you already know -- just have to learn different techniques which gives you a new approach and new tools to help you let go of old behaviors that bring you negative results.

    With that in mind, here are the seven most common objections, each with a list of possible responses that will keep the conversation going long enough so that the two of you can determine if there's really a good match. Bear in mind that you shouldn't use all of them: Just pick the one that makes the most sense for your conversation.

    Note: These lists come one of world's top sales trainers.

    1. 'Send me some information.' Possible responses:

  • I'd love to. Of what I just said, what caught your interest?
  • I'd love to. Let's say you like the information; where do we go from there?
  • I'd love to. What information would you like me to send?
  • I'd love to. What are some of your priorities in this area?
  • I'd love to. What are some of the challenges that you face in this area?
  • 2. 'We have no budget for that.' Possible responses:

  • I'm sorry. When you say you have no budget, that's a budget for ...?
  • I understand. Let's say budget wasn't an issue. What are your priorities around ...?
  • I understand. Let's say budget wasn't an issue. What are your challenges around ...?
  • I understand. Let's say budget wasn't an issue. How satisfied are you with ...?
  • I understand. Let's say budget wasn't an issue. What do you find frustrating about ...?
  • What if it turned out that we could [major solution benefit]?
  • What if it turned out that we could [major cost savings]?
  • What if there were an immediate and measurable ROI?
  • 3. 'That's not my priority right now.' Possible responses:

  • No problem. Just out of curiosity, what are some of your priorities in this area?
  • No problem. Just out of curiosity, what are some of your challenges in this area
  • No problem. Just out of curiosity, what is at the top of your priority list that we might help you with?
  • No problem. Just out of curiosity, what if turned out we could ...[compelling solution benefit]?
  • No problem. Just out of curiosity, what if turned out we could ...[major cost savings]?
  • No problem. Just out of curiosity, what are some of your frustrations in this area?
  • No problem. Just out of curiosity, what if we could give you a big competitive advantage?
  • 4. 'We already use [competitor's product].' Possible responses:

  • No problem. Just out of curiosity, what do you like about them?
  • No problem. Just out of curiosity, what do you not like about them?
  • No problem. Just out of curiosity, what would like to see them do better?
  • No problem. Just out of curiosity, what prompted you to use them originally?
  • No problem. Just out of curiosity, what complaints do you hear about them?
  • No problem. Just out of curiosity, what are some of the challenges you face working with them?
  • No problem. Just out of curiosity, exactly how are you using them?
  • No problem. Just out of curiosity, around how much are you paying them?
  • 5. 'It costs too much.' Possible responses:

  • No problem. Just out of curiosity, when you say it costs too much, what do you mean?
  • No problem. Just out of curiosity, what has been your past experience with solutions like ours?
  • No problem. Just out of curiosity, what has been your past experience with companies like ours?
  • No problem. Just out of curiosity, how do you know it costs too much?
  • No problem. Just out of curiosity, what are some of your priorities for saving money in this area?
  • No problem. Just out of curiosity, have you figured out the potential cost of not taking action?
  • No problem. Just out of curiosity, what are your priorities in this area?
  • 6. 'Call me back in [some period of time].' Possible responses:

  • It sounds like you've got a lot on your plate. Just out of curiosity, why [period of time]?
  • It sounds like you've got a lot on your plate. Just out of curiosity, where are your current priorities? It sounds like you've got a lot on your plate. Just out of curiosity, what are your current frustrations? It sounds like you've got a lot on your plate. Just out of curiosity, what if it turned out we could [major solution benefit]? It sounds like you've got a lot on your plate. Just out of curiosity, what if it turned out we could [major cost savings]?
  • It sounds like you've got a lot on your plate. Just out of curiosity, what will be different in [period of time] that would make you want to speak with me?
  • It sounds like you've got a lot on your plate. Just out of curiosity, what are some of your current challenges?

    7. 'Someone else makes that buying decision.' Possible responses:

  • Thanks for your help. Just out of curiosity, what can you tell me about them?
  • Thanks for your help. Just out of curiosity, what do you think their priorities will be around...?
  • Thanks for your help. Just out of curiosity, how do you suggest that I interact with them?
  • Thanks for your help. Just out of curiosity, what's your advice on the best way to get on their calendar?
  • Thanks for your help. Just out of curiosity, what's your advice on the best way to approach them?
  • Thanks for your help. Just out of curiosity, what's most likely to get their attention?

  • Observations and Insights on Selling

    The SalesPractice blog offers weekly observations and insights for sales practitioners pursuing the highest levels of performance in personal selling.

    The 4 Applied Understandings

    One day I had a conversation with That Little Voice in My Head. It took place halfway through the gathering of material for these pages which advises that there are Four Things that determine our success in selling.

    "You can't say 'things,'" the Little Voice said. "Call them 'secrets', or 'laws', or 'rules."

    "They are none of those," I argued. "They are 'teachings'. Nobody made them a law or a rule. And they are nobody's secret. They are what four decades of lessons and accomplishments in sales taught me. Every single success story I observed in myself and others validates those teachings. I take no credit for inventing some kind of magic formula."

    We bantered back and forth and I almost won the argument with The Little Voice-until something occurred to me. It had to do with the words of author and educator Stephen Covey, whose classic book, The Seven Habits of Highly Effective People, remains one of the very best treatises on personal development. Covey said, "Seek first to understand, then to be understood."

    My four things were not just things, they were understandings. More succinctly they are meant to be applied understandings. They are not just factors in the science, art, practice, business, game (pick one) of selling. They are the determinants.

    I have a powerful intention to influence the reader with my core belief about selling for a living. Here then is what I observed, utilized, and teach as the Four Applied Understandings that determine our success in selling:

    YOU ARE BEING COMPARED. Every potential customer you meet is comparing the experience they have with you to the experiences they have with others. Your success in selling comes from making the other experiences pale by comparison.

    HONEST INTRINSIC QUESTIONS are the building blocks of a sale.

    PREPAREDNESS is the most important skill in selling.

    CLOSING is a progression of consent.

    It would be wonderful if you could carry those words in blinking lights on the inside of your forehead. However, here's a suggestion: Write them on a three by five card and carry them with you, at least until the time you retire from selling, managing a sales force, or being a CEO or chairman in a company driven by sales.

    Awareness always precedes understanding. To further the cause of awareness, let's revisit two words that were used above. The words are "factors" and "determinants." It is important to know that although they are sometimes used interchangeably, their meanings are different.

    My dictionary tells me that when I "determine", I settle or decide conclusively. I ascertain or conclude, after observation or consideration. (In all fairness, I admit that I have chosen and paraphrased the definitions which align to this discussion.)

    When we say success in selling is determined by the application of four understandings, what is it exactly that we are determining? The answer lies in the attainment of desired outcomes in the selling process.

    On the other hand we find that "factor" is defined as an element or cause that contributes to a result. Factors such as skill levels in all phases can certainly contribute to the attainment of our desired outcome, but, in truth, some will and some won't, depending on the specific circumstances. As an aside to this, I'm aware that there are some who would speak disparagingly about other who make easy sales, calling them "order takers." I picture the disparagers stopping a buyer in her tracks, saying "Wait a minute-you can't buy yet, I haven't done my closing dance!"

    The commission dollars from the easy sale are just as bankable as others.

    The good news is that, in these pages, we're going to talk about the "factors" in selling. The great news is that we're going to filter every one of those factors through the lens of the determinants-namely The Four Applied Understandings that cause our success in selling. I'll name some of those factors right now as referenced from the most popular topics on SalesPractice.com, the definitive source of sales education on the Internet. Certainly, the reader would not be excited if the following topics weren't laid on the table and relentlessly dissected for the sake of becoming a true knower of what makes sales happen.

    The Psychology of Selling always has appeal. And--that's a good thing, so long as we focus on awareness of how people behave rather reasons why they behave that way. The latter is best left to the psychologists who have had a great deal of trouble of agreeing with one another. After all, we have things to sell. Below are three factors.

    Consumer Behavior Social Influence Customer Experience

    Lead Generation has always been the primary topic for newcomers to sales. What a difference it will make when understanding of the essence of these activities takes place!

  • Sales Prospecting
  • Business Referrals
  • Business Networking
  • Cold Calling
  • Follow-up
  • Marketing Promotion always boils down to applying "Should I or shouldn't I?" to every idea.

  • Personal Selling
  • Advertising
  • Sales Promotion
  • Public Relations and Publicity
  • Direct Marketing
  • Internet and Technology
  • Selling Skills are the nitty-gritty, aren't they? It's probably the reason you have read this far. The juicy part. The magic. The secrets. Tactics and techniques. Well, so as not to disappoint, we are going to explore the following in a way that can take you from novice, or practiced novice (our term for intermediate) to mastery. And--we will do it all from the filter of Applied Understandings.

  • Sales Approach
  • Sales Interview
  • Sales Presentation
  • Sales Closing
  • Sales Resistance
  • Sales Negotiation
  • The huge rewards which await your success in selling will directly relate to how willing you are to internalize the Four Applied Understandings we have introduced on the preceding pages. Welcome to the journey.


    How to Use Data Leads  Handling Data List Properly

    takes work. Lots of organizations have the idea to get both teams in a room together, communicating, collaborating, and all those other warm and fuzzy things that make our hearts flutter.

    Problem is, that all just turns into a lot of hogwash and fingerpointing -- especially when the bottom line isn't getting hit -- when there isn't anything but "feelings" to back up the discussion.

    That's why it's critical sales and marketing should track shared goals and metrics to keep each team accountable to the other.

    Create a shared dashboard that includes the key metrics for both teams. That gives you one place for everyone to look for a high-level view of how you're doing.

    Make the dashboard accessible to keep Agents accountable to their metrics.

    Look at the metrics by short-term and long-term timeframes. At TMC, we look at our metrics by day (for the month) and by month (for the year). That gives you both a detailed and high-level view at the same time.

    Check the dashboard every day. If these are your most important metrics, you should know how you're doing at all times. Whether you manually check your dashboard every day or you have the dashboard emailed to your inbox, make sure you know your metrics.

    Run an analysis on the close rates by type of lead (B2B,B2C).

    Determine the number of leads (or lead value, such as the revenue pipeline metric mentioned above) needed per sales rep to reach his/her quota. This becomes the Marketing SLA(agents Contract).

    Define the number and frequency of attempts a sales rep must work the leads generated for them. This becomes the Sales SLA.

    Include these metrics on the dashboard for Agents to look at daily.

    Using data is a great way to bring sales and marketing together to align towards key business goals and keep both teams accountable and successfully working together. At TMC, we frequently use data to confirm or correct any feedback or complaints expressed by sales or marketing, diagnose funnel issues, and figure out how to constantly improve the effectiveness of the sales and marketing teams together.

    How are you using data to align your sales and marketing teams?(See sample below of a very important method)


    Data Entry DATA ENTRY LESSONS

    How to Increase Data Entry Skills, How to Increase Data Entry Skills

    Increase your data-entry speed and accuracy.

    A data entry worker enters large amounts of data into computer systems. Such workers must be comfortable with using a computer keyboard and be able to enter data as efficiently as possible. If you are interested in a data-entry job, then improving your data-entry skills is a great place to start.

    Learn to type properly if you don't already do so. Your fingers should rest on the "home row" keys, with the pinky, ring, middle and index fingers of your left hand resting on the A, S, D and F keys, respectively. Your right-hand fingers should be on J, K, L and the semicolon key, and your thumbs should hover over the space bar. As you type, hit each key with the finger closest to it. After pressing a key, return your finger to its home row position. As you become more accustomed to typing this way, practice doing so without looking at the keyboard.

    Find your typing speed by taking a free online typing test (see Resources). Knowing how many words per minute you are able to type will help you to determine a goal speed.

    Set a reasonable goal and time frame, such as increasing your speed by 10 or 20 words per minute in the next two weeks.

    Play typing games that are designed to help improve the dexterity of your fingers (see Resources). Some games exercise only two fingers at a time, which works well for beginners. As your skills improve, you can move on to more challenging games.

    Type a page from a book or an article from a newspaper as you read it. This helps you learn to type without looking at the computer screen or keyboard.

    Practice Trianing Module below:



    See your Results!

    Text / Words to Decimal Number Converter

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    Allot a certain amount of time each day for practice. Even as little as 10 minutes per day makes a difference.

      You can download this and practice Data Entry skill

    • Data Entry training

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