Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Franchises/735/WHAT-MAKES-A-QUALIFIED-PROSPECT-QUALIFIED.html http://www.evancarmichael.com/Franchises/735/WHAT-MAKES-A-QUALIFIED-PROSPECT-QUALIFIED.html Have you ever asked yourself, what are the specific characteristics of a qualified prospect? What are the minimum pieces of information I need to know to determine if the potential for a sale exists? What pieces of information are required before you consider a prospect qualified? Am I using a consistent sales system or process to successfully obtain the information needed? Here are 17 areas with questions you may want to ask yourself so you can create a qualified prospect profile also known as an Account Sales Profile™. http://www.evancarmichael.com/Franchises/735/TEN-TIPS-FOR-TELEPHONE-QUALIFYING-SUCCESS.html http://www.evancarmichael.com/Franchises/735/TEN-TIPS-FOR-TELEPHONE-QUALIFYING-SUCCESS.html Using the phone successfully to market your products and services to potential new clients often requires you to navigate through a labyrinth of people to find the correct individual(s) who can provide the information you seek. Whether for pre-sales research or to determine who has the ability to acquire your products and services, here is a quick summary of proven techniques for achieving these objectives from Ron S. La Vine – CEO of Accelerated Sales Training, Inc. a Live Cold Calling Sales Training and Telesales Training Company. http://www.evancarmichael.com/Franchises/735/A-FEW-SELLING-DOS-AND-DONTS.html http://www.evancarmichael.com/Franchises/735/A-FEW-SELLING-DOS-AND-DONTS.html DO match and mirror the speed, tone and volume of the other person's voice. DON'T speak in a monotone. DO call for a specific reason such as to provide some information of value. DON'T call just to check in. DO go the prospect's web site first to see if they fit your ideal prospect profile. DON'T randomly send out expensive (your time, material costs and postage) literature. DO tell the truth even if you do not have the answer to a question at that moment. DON'T try to fake like you know the answer to a question you don't. http://www.evancarmichael.com/Franchises/735/What-is-their-problem.html http://www.evancarmichael.com/Franchises/735/What-is-their-problem.html Sales professionals depend on knowing how to ask the right questions to discover the real needs of our clients. Often our clients tell us what they would like us to do, such as, "I need a solution on change management," but without telling us the ultimate result they want to achieve. http://www.evancarmichael.com/Franchises/735/How-to-Take-Good-Notes.html http://www.evancarmichael.com/Franchises/735/How-to-Take-Good-Notes.html When a conversation is moving fast over the phone it becomes critical that you are able to take good notes. This means the name, title (get it exact), extension, email, fax, assistant, backups, peers and subordinates for anyone that has an influence on your sales cycle. http://www.evancarmichael.com/Franchises/735/Cold-Calling-Tips.html http://www.evancarmichael.com/Franchises/735/Cold-Calling-Tips.html TIPs (techniques, ideas and process) for successful cold calling. http://www.evancarmichael.com/Franchises/735/Five-Steps-to-Cold-Calling-Success.html http://www.evancarmichael.com/Franchises/735/Five-Steps-to-Cold-Calling-Success.html Are you having a hard time reaching decision-makers, setting up well-qualified appointments, getting past gatekeepers, gathering information or finding if you are calling on an appropriate prospect in the first place? Maybe it seems impossible to get your cold calls returned or you are getting stuck into an endless loop of voice mail. Read on... http://www.evancarmichael.com/Franchises/735/WHAT-IS-YOUR-TIME-WORTH-TO-YOU.html http://www.evancarmichael.com/Franchises/735/WHAT-IS-YOUR-TIME-WORTH-TO-YOU.html Excerpt: The following is a true story. For starters, I like to answer my own phone for the purpose of studying the phone and sales skills of the person who is calling me. About three weeks ago, I received two calls from the same, large financial newspaper and both people were trying to sell me subscriptions over the phone. We'll call this paper the DUM Daily Paper. http://www.evancarmichael.com/Franchises/735/WANT-TO-SELL-MORE.html http://www.evancarmichael.com/Franchises/735/WANT-TO-SELL-MORE.html Excerpt: Sometimes sales reps lose track of the basics. What do the coaches say when you're in a sports slump? Go back to the basics. You can be a greater presenter or a fantastic closer, however if you lack good solid prospecting skills, who will you be presenting too or what sales willing you be closing? http://www.evancarmichael.com/Franchises/735/TURNING-DATA-TO-DOLLARS-FROM-THE-INFORMATION-OPERATOR.html http://www.evancarmichael.com/Franchises/735/TURNING-DATA-TO-DOLLARS-FROM-THE-INFORMATION-OPERATOR.html Excerpt: When calling 1-(Area Code)- 555-1212 for long distance or 411 for local information assistance, before you are transferred into the "here's your number" recording, ask the operator to stop and please help you. Since you are entitled to two phone numbers and at least one address, you can best maximize the value of this simple call by politely asking for as much free information as possible.