We wanted to find out if sales people were still using scripts while prospecting by phone. We polled our customers and were surprised by howRead more
It might seem lonely on the phone sometimes, but you are not alone. Representing over 1,000 sales agents, the Independent Health Insurance Agent Association (IHIAA)Read more
If you’re running a successful business, chances are you have not put all your marketing apples in one basket. In addition to prospecting for leadsRead more
Over the years, Utah’s Ethan Selph has sold satellite dishes, cable TV packages, security systems, water filters and prepaid legal services on the phone.
Today, he’s one of the rising stars in the health insurance industry, sharing advice to other sales people how to maximize their chat time. To Selph, it doesn’t matter what you are selling as long as you don’t come across as the stereotypical sales guy.
“Don’t sound like a total marketer,” he suggests. “I don’t even mention the name of my company. I say, ‘Hey, it’s Ethan’ instead of trying to come across as some big corporation. I try to sound like the Joe down the street.”
Another tip to project confidence: Don’t think of yourself as “bothering” or “interrupting” the people on your prospect list.Read more
The Federal Trade Commission is suing three companies that have been making automated recorded phone calls to sell “worthless” credit card interest reduction programs, chargingRead more
Deserved or not — and we think NOT — the telemarketing professional is burdened with many negative stereotypes. Particularly the image of the telemarketer asRead more
No matter what industry you are in, the key to increasing sales is to make contact with your target audience. Not all contact is goodRead more
Here are some statistics on Expired listings: Only 28% will re-list with their current agent 35% will leave their home off the market for aRead more
Successfully prospecting on the phone requires three components: good leads, a quick method of calling and good sales skills. A power dialer is not theRead more
A career in sales is challenging and takes a lot of determination, especially if all of your sales are made over the phone. Below areRead more
We all know that prospecting doesn’t rate too high on the ‘fun’ list. It probably rates in the ballpark of public speaking or getting pokedRead more
Many agents do not find leaving a message useful but it can generate a call back from a lead you may never have reached otherwise.Read more