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Casual Articles - The Science of Telephone Sales Management
As the deadline for the 8th Start-Up@Singapore business plan competition is looming near, it will be good to offer some tips for our readers on the first round of the competition. As a former participant, organizer of the Cambridge business plan competition and also a judge/educator now, I have developed the science and art in writing business plans for aspiring entrepreneurs who want to take part in this type of competitions in my own capacity. Some of these thoughts came about by my actual engagement with t
A well run business seeks consistent and reliable results; in a word, predictability. This makes nearly everybody happy, from workers to shareholders.
Selling, as a discipline, as
With any online business the main key to success is generating targeted traffic for your website. There are a number of different ways you can go about doing this, however everyone wants to see fast results, and the only way to achieve such results is to spend money on advertising. Probably the most fastest way to bring in high quality targeted traffic to your website would be Google Adwords.For those that of you that do not know what Google Adwords is its a place you join and pay money f
And there are some crucial distinctions, though I just want to touch on one, here.
Telephone selling can be, and because it can be, it should and must be, SCIENTIFIC.
What do I mean?
First, let’s establish the value of science. When an area of study or conduct becomes scientific: (1) It is systematically and critically monitored, measured, and managed, and recognized as an important process; (2) Its mysteries are revealed over time; (3) And this leads to greater understanding and more consistent control of its causes and effects; its inputs and outputs, and its results and contributions.
Ultimately, science aspires to being able to say, like a recipe, if you heat water to 212 degrees, Fahrenheit, at sea level, the water will boil.
Keep doing exactly this, and you’ll keep getting rewarded with boiling water, which as we know has its uses beyond making pasta, significant as that one is.
A well run business seeks consistent and reliable results; in a word, predictability. This makes nearly everybody happy, from workers to shareholders.
Selling, as a discipline, as a
Have you ever been to a town or place when there is a huge sporting event happening, and have you noticed the lack of parking available? Well, what if you lived near one of those sporting events, or in the heart of the business district, even near shopping areas that don’t have enough parking available? If so, then did you know that you can make money from renting out your parking spot. Now don’t get me wrong, it has to be on your property such as your driveway, you can't rent out the street! If it is, th
Telephone selling can be, and because it can be, it should and must be, SCIENTIFIC.
What do I mean?
First, let’s establish the value of science. When an area of study or conduct becomes scientific: (1) It is systematically and critically monitored, measured, and managed, and recognized as an important process; (2) Its mysteries are revealed over time; (3) And this leads to greater understanding and more consistent control of its causes and effects; its inputs and outputs, and its results and contributions.
Ultimately, science aspires to being able to say, like a recipe, if you heat water to 212 degrees, Fahrenheit, at sea level, the water will boil.
Keep doing exactly this, and you’ll keep getting rewarded with boiling water, which as we know has its uses beyond making pasta, significant as that one is.
A well run business seeks consistent and reliable results; in a word, predictability. This makes nearly everybody happy, from workers to shareholders.
Selling, as a discipline, as
Table of Contents Introduction.......................................................1 Importance of PC Management.........................1 Effective PC Management.................................2 Alternatives for Acquiring Good Tools: Build, Software as a Service, Outsource..................................................................2 Building an Internal PC Management Infrastructure.....3 Software as a Service...................................................3
Ultimately, science aspires to being able to say, like a recipe, if you heat water to 212 degrees, Fahrenheit, at sea level, the water will boil.
Keep doing exactly this, and you’ll keep getting rewarded with boiling water, which as we know has its uses beyond making pasta, significant as that one is.
A well run business seeks consistent and reliable results; in a word, predictability. This makes nearly everybody happy, from workers to shareholders.
Selling, as a discipline, as
Your Visual Vocabulary consists of the secondary design elements that are used in conjunction with your logo to form your brand identity. Your Visual Vocabulary is composed of the graphics, font styles, colors, and even the type of paper you choose.Once you have determined the elements to use in your Visual Vocabulary, it is important to use those elements consistently throughout all of your marketing materials. This consistency will make your entire set of materials look like a family. Having a consis
Ultimately, science aspires to being able to say, like a recipe, if you heat water to 212 degrees, Fahrenheit, at sea level, the water will boil.
Keep doing exactly this, and you’ll keep getting rewarded with boiling water, which as we know has its uses beyond making pasta, significant as that one is.
A well run business seeks consistent and reliable results; in a word, predictability. This makes nearly everybody happy, from workers to shareholders.
Selling, as a discipline, as
The two primary objectives of project management are that the project should be effective and efficient. Most projects confound effectiveness, efficiency and effort to create a more efficient task, ignoring effectiveness, resulting in project breakdown.Projects being successful imply projects to produce effective effects, but at other end being efficient implies producing consequences with minimum effort or the caliber to carry out actions promptly. Efficiency of the Project: <
A well run business seeks consistent and reliable results; in a word, predictability. This makes nearly everybody happy, from workers to shareholders.
Selling, as a discipline, as a field, also strives to produce consistent, reliable, and ever-improving results.
Specifically, we try to the extent we can to govern carefully those known behaviors that produce and increase “yeses,” and discourage or avoid “no’s.” When we’re failing at this job, we seek understanding to help us to recover quickly and to get back on track.
Telephone selling is, potentially, more scientific than field selling because we can control at least one side of the communication equation: What the seller says, how he says it, when he says it, and how he responds to what the prospect says.
In practical terms, we can SCRIPT the sales process, bringing it to a boil, if not at will then with great consistency, once we have discovered the “laws” underpinning certain types of conversations.
Also, and crucially, we can monitor and manage telephone salespeople in real time, listening, side by side if we wish, to every word being said. When sellers deviate from the call path that has been developed, tested, and proven to work, a fi
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