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predictive dialers and crm software
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Telemarketing Related Information

Telemarketing Organizations looking for outbound and inbound telemarketing services can outsource their IVR and voice broadcasting projects at our affordable telemarketing center. As designers of Interactive Voice Response IVR systems and Voice Broadcasting software, Database Systems Corp. (DSC) is uniquely positioned to manage your outsourcing programs saving your company both time and money. Because our products are created in-house, we can deliver comprehensive telemarketing services quickly -- providing you with a competitive advantage in the marketplace. Plus you will find our inbound and outbound telemarketing outsourcing services to be quite affordable.

The following is an article relating to the telemarketing industry including products and services in our business areas.

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By Art Sobczak


13. Get information before you give it. How could you make an effective presentation otherwise?

14. Don't use a "benefit list" to present from. Instead, use it to create questions to determine if those "benefits" truly are of value to your prospects and customers. Some "benefits" could actually be liabilities.

15. Avoid asking go-nowhere questions like, "Is everything going OK?", "What are your needs?", "Are you having any problems now?", "How's service?", and, "What are you looking for in a vendor?" These all force the person to think too much. Instead, get them emotionally involved in seeing and feeling the pain or problem that can be solved with your product/service-especially problems you know they're likely experiencing. For example, "What do you do in situations when you need
parts shipped overnight, but are unable to get them?"

16. Ask one question at a time. That's how many they'll answer at a time.

17. After asking, be quiet. Resist the urge to jump in if they don't answer immediately. Don't be intimidated by silence. They're likely thinking about what they're going to say.

18. After they've finished, count to two (silently, of course). This ensures they're done, plus they might continue with even better information.

19. Be confident in your questioning. One reason reps ramble with questions is that they're not prepared or confident. Prepare
your questions. Role play them-with yourself if necessary.

20. Always know where you'll go with answers. Regardless of the answer.

21. Follow up their answers with related questions. Too often reps work from a rigid list of questions, losing the opportunity to pick up on prospect statements which are just the tip of the iceberg of their real feelings. For example, if a prospect said, "I believe the main reason production isn't higher is a lack of motivation. The best move is to follow up with, "I see. What specific signs of poor motivation have you noticed?", or, simply, "Tell me more." (For lots of other ideas on questioning, and all parts of the call, get How to Sell More, In Less Time, With No Rejection, Using Common Sense Telephone Techniques, Volumes 1 and 2,

22. Quantify the problem whenever possible. "How often does that happen?" "How much do you think that is costing you?" "How much
time does that take?"

23. Resist the tendency to present. Some reps get so excited when they hear the slightest hint of an opportunity, that they turn on the spigot of benefits. Hold off, ask a few more questions, get better information, and you're able to craft an even harder-hitting description of benefits, tailored precisely to what they're interested in.

24. Learn more about the decision-making process. There could be many behind-the-scenes influences on the decision. Ask about actual users of your products/services, anyone else who could influence it, who
has to sign off on the ultimate decision or OK the money for it, and perhaps people who would rather not see it happen.


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(Art Sobczak specializes in helping people say and do the right things to get more business using the phone and avoid rejection through his books, tapes, and seminars.  See free back issues of his weekly TelE-Sales Hot Tips of the Week newsletter at