With such fantastic tools as Hoovers (www.hoovers.com), Jigsaw (www.jigsaw.com), Linked In (www.linkedin.com), Zoom Info (www.zoominfo.com), and many more widely available to us, we are now able to get the direct contact information of top level decision makers quicker than ever before.  These tools are an extremely valuable part of a top performing sales representatives’ arsenal, but many of us (me included) tend to fall into the rut of utilizing them for research during top selling hours.

Instead, try using these tools at the end of each day as you set up your next day’s calls.  Taking an extra 30 minutes at the end of a day to do all your research will undoubtedly produce far greater sales results than if you research each prospect before each call.  This technique will allow you to go from one call to the next with all the information and confidence you need to be extremely effective and efficient on your calls.

As stated to me by one of my most respected mentors:  “Sales is about Focus and Momentum”.

The best place to look for sales tips is the internet. But for every good tip that is on the web, there are at least ten bad ones. If you are planning on relying upon the internet to find useful sales tips, you will have to learn how to sort out the good tips from the bad ones. You can accomplish this by evaluating the credibility of the site and the source. If it is a random posting you may not want to take it as seriously as you would from a business that specializes in sales outsourcing. You will also have to take your specific business into account because generic tips may not apply to the type of business that you do. While some of these types of tips may be general enough that they can have a small impact on your sales, chances are that generic tips will not have a significant impact upon your sales.

If you are willing to pay money for some useful tips you can turn to a reliable sales outsourcer for assistance. They will be able to give you sales tips that are based upon the specific type of business that you do pertaining to the markets that you are trying to reach. Theses types of tips will be most helpful and will really get you the sales results that you desire.

A sales manager has a responsibility to his sales team and to the company that he or she works for. Sometimes you may have to turn to outside resources to help you fulfill your responsibility fully. There is nothing wrong with seeking outside help when you see that your sales need an extra boost. An outsourcing company is an excellent way to get useful tips that will directly apply to your specific business or industry.

Some of our customer had very large dogs that were difficult to get into cars. Some were senior citizens that had difficulty driving and had to enlist the help of others to bring them and their pets back and forth. And many other people just had difficulty finding the time to make an appointment during the groomer’s regular hours of operation.

The sales tips that I read encouraged me to offer a unique service that somehow would set my business aside from my competitors. I decided to offer in home visits where I would travel to my customer’s house and bathe and groom their dog. This service would save my customers time and money spent on traveling. I was even able to offer prices cheaper than they were at the groomers because I would not be sharing my earnings with anyone else. I also was very open with my schedule and planned appointments when they were most convenient for my customers.

Other sales tips persuaded me to diversify the services that I provided as much as I possibly could. I offered to come and pick up my customer’s dog, take the dog to my house and groom and bathe it there. This way, my customers would not have to travel or worry about any mess being left behind in their home. For this service I charged an additional ten dollars making it an affordable and reasonably priced option.

I used the sales tips that I found while I was still formulating my entire business plan. This strategy helped me to learn how to take the service that I was providing, and make it more appealing than the other options that were comparable to it. I took something as basic as dog grooming, made it readily available and affordable and I instantly had a regular customer base. I also felt really good about the service I was able to provide, my service made my customers lives easier and it promoted the health and well-being of their pets.

You have to overcome the buyer’s objections, and that can only be done through winning the buyer’s trust through sustainable arguments. Convince them of the viability of the product and what that product can mean to their particular market. Swaying the buyer with the reasonableness of the product is one of the most important sales tips a consultant can learn. Ask the client if they can see the value of the product to their organization, knowing the only natural answer is yes, even if saying yes to the actual sale may be a long way off. Conviction comes first. Once the client has been convinced, the money will follow.

Sticking to the conviction process is important, but equally paramount is the knowledge of when to disqualify, when to write off a client and concentrate on a more likely sale. It may be difficult to discard or downplay a potential buyer because the lines of communication has already been open, but you want more than communication- you want quantified sales and actual turn-around. As an expert sales consultant knows when the convincing is having an effect on the client, he or she also knows when it is time to cut disinterested parties loose and concentrate on those markets that have a more promising return.

It’s all about understanding how people think, reading their minds like poker players, weighing all the options and making a qualified decision. Making sales is an art, one that becomes more successful with practice. The beauty of outsourcing your sales to a qualified consultant company is they’ve already honed and proven their techniques. They know when to close a deal; they know how to close a deal. They know qualified ways to maximize your sales profits.

Follow a Script: No matter how experienced or comfortable a telemarketer is, they should always have a script to follow. A telemarketing script is valuable for the following reasons:

–Curbs Customer Unpredictability: Telemarketers interact with people. Any time you deal with people, the unpredictability factor is high. A telemarketing script helps the telemarketer to stay on message and curb the impact of customer unpredictability.

–Get All Needed Info: When dealing with customers, it’s easy to forget to obtain all information. The telemarketer may be thrown off by a question the customer asks, and poof, they forget to ask for an alternate phone number.

–Upsell: Scripts help telemarketers to sell more. How? It reminds them to ask all pertinent questions, eg, “Would you like to take advantage of our 10% off offer? It’s only good for today.” Without a script in front of them, the telemarketer can easily forget one-time offers like this.

Sales tips like following a script help telemarketers do their job better.

Observe Laws: Perhaps the most important sales tips when it comes to telemarketers revolve around following the law. The rules have change dramatically over the last decade or so about how prospects can be contacted, when, by whom, etc.

Maintain Courtesy: Part of any telemarketer’s training is how to deal with rude, abusive customers. However, you rarely find telemarketing sales tips that pertain strictly to manners.

As dealing with objectionable customers is a routine part of sales outsourcing for a telemarketer’s, they should be put through a series of mock scenarios in training. This will allow them to learn to respond courteously, no matter how disagreeable the party on the other line is being.

To ensure an effective sales force, ensure that your telemarketers are routinely given useful telemarketing sales tips so they can perform their best at all times.