Can You Write A Telephone Script For Me?
By Dr. Gary S. Goodman
I used to think that scripting sales and service calls meant addressing what I have termed, "The Three T's."
Do Sales Contests Help Or Hurt Performance?
June 30, 2011 By 1 Comment
Do Sales Contests Help Or Hurt Performance?
By Dr. Gary S. Goodman
Jill was buzzing about, scrambling really, trying to hatch another daily sales contest.
"We're going to make three teams," she said, exuberantly. "And the winners will get to spin the wheel."
[Read more...]
I Say Telemarketing, You Say Tele-Sales – I Say Cold Calling, You Say Prospecting
September 25, 2010 By 1 Comment
I Say Telemarketing, You Say Tele-Sales – I Say Cold Calling, You Say Prospecting
By Dr. Gary S. Goodman
A few decades ago, a battle of semantics beset those that sell, using the telephone as a primary tool.
In the middle 1980's, in the interest of selling long-distance services, A T & T spent mega-bucks to promote what it called, "Telemarketing."
5 Reasons Call Center Coaching Fails
May 7, 2010 By 1 Comment
Bill walks around the call center with all of the enthusiasm and charm of a meat inspector.
“How you doing?” he asks in a monotone. “It’s your turn, I guess.”
He has just invited a phone rep to a coaching session. Three calls will be played and Bill will share his evaluation of each one with the rep.
Spying his checklist Bill remarks, “You left out your close in this one.”
“But otherwise, it’s fine. You’re mostly staying on the presentation, and this is good. Any questions?”
And with that, another “deep and meaningful” coaching chat concludes.
What’s wrong with this picture?
