Ron Goch
The Telios Group
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Practicing Voice Mail Messages

November 24th 2008

Q. As a ticket sales rep, my weakness is leaving voice mail messages and I’m wondering what advice you may have to assist me with improving?

A. Daily role-playing is one of the best practices for improving your technique and comfort level with successfully leaving effective voice mail messages. (more…)

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Getting Past Gatekeepers

August 10th 2006

Q. I’m struggling to get one particular appointment with a prospective buyer, or specifically a returned call, and I’m not sure my messages are getting to the decision maker. What do you recommend?

A. I like the advice I once read by Todd Benadum: “If you’re making telemarketing calls and having trouble getting past the receptionist, then the next time you call that company go up or down one number on the last digit of the general phone number to reach someone else who might be more helpful. Every time I’ve tried it people other than the receptionist have been more than helpful.”

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Ron Goch, The Telios Group 

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Phone Success Tactics V

May 19th 2006

Q. What are some tips or strategies for being successful selling by phone?

A. We answered this question each day this week and today’s list of tactics below is the final installment this week.

Here are Jeffrey Gitomer’s final five success tactics on how to be a winner on the phone:

Always use your best judgment.

Don’t be afraid to make mistakes.

Deliver what you promise so you can make or take the next call with pride.

Don’t overlook an additional opportunity if presented.

You must ask for the sale (assume the sale) or you won’t get it.

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Ron Goch, The Telios Group 

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Phone Success Tactics IV

May 18th 2006

Q. What are some tips or strategies for being successful selling by phone?

A. We’re taking this week to answer this question and today’s the fourth of five installments we will provide this week.

Here are three more success tactics from Jeffrey Gitomer on how to be a winner on the phone:

You won’t sell or satisfy everyone.

It’s not what you say, it’s how you say it.

You must believe you are the best.

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Ron Goch, The Telios Group 

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Phone Success Tactics III

May 17th 2006

Q. What are some tips or strategies for being successful selling by phone?

A. We’re taking this week to answer this question and today’s the third of five installments we will provide this week.

Here are three more success tactics from Jeffrey Gitomer on how to be a winner on the phone:

Follow up…follow up….follow up, as promised, promised, promised.

Follow-up to be sure the customer is satisfied.

The science of leaving a message boils down to four words – get your call returned.

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Ron Goch, The Telios Group 

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Phone Success Tactics II

May 16th 2006

Q. What are some tips or strategies for being successful selling by phone?

A. We’re taking this week to answer this question and today’s the second of five installments we will provide this week.

Here are three more success tactics from Jeffrey Gitomer on how to be a winner on the phone:

Determine needs and desires through intelligent questioning.

Use the similar situation technique coupled with a solution.

Try to gain a confirmation that the customer accepts/buys it.

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Ron Goch, The Telios Group 

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Phone Success Tactics I

May 15th 2006

Q. What are some tips or strategies for being successful selling by phone?
 

A. Great question and I’ll use this week to provide some success tactics by one of the best sales trainers in the business, Jeffrey Gitomer. If you haven’t invested in Gitomer’s books or you’re not subscribed to his free eNewsletter – Sales Caffeine – invest the time today to visit his site.  Here’s the link to his web site.
 

Here are three success tactics Jeffrey Gitomer shares to be a winner on the phone:
 

Sound like you’re speaking extemporaneously.
Don’t lose sight of your objective no matter what.
Agree, empathize.
 

We’ll share three more Gitomer tactics tomorrow!
 

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Ron Goch, The Telios Group
Sign up for our free eNewsletter, the Telios Telegram

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