Smart Telemarketing

Smart Telemarketing ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ ○ How You Can Turn Ordinary Telemarketing Into Extraordinary Income Stan Rosenzweig © 2000 Stan Rosenzweig All rights reserved. This book may not be duplicated in any way without the express written consent of the author, except in the form of brief excerpts or quotations for the purposes of review. The information contained herein is for the personal use of the reader and may not be incorporated in any commercial programs or other books, databases, or any other kind of software without the written consent of the publisher or author. Making copies of this book, or any portion of it, for any purpose other than your own, is a violation of United States copyright laws. PRINTED IN THE UNITED STATES OF AMERICA ISBN 1-58652-000-8 Publisher’s Cataloging-in-Publication (Provided by Quality Books, Inc.) Rosenzweig, Stan. Smart telemarketing : how you can turn ordinary telemarketing into extraordinary income / Stan Rosenzweig. – 1st ed. p. cm. ISBN 1-58652-001-6 “LCCN: 99-75934” 1. Telemarketing. I. Title HF5415.1265.R67 2000 QBI99-1551 658.8´4 Books by Stan Rosenzweig Smart Selling How You Can Turn Ordinary Selling Into Extraordinary Income. Twenty lessons that have helped thousands to earn millions. Smart Marketing What Big Companies Practice And You Must Learn About Positioning, Branding And Other Marketing Concepts. Smart Telemarketing How You Can Turn Ordinary Telemarketing Into Extraordinary Income. Smart Sales Management How You Can Use The Powerful Lessons Of Others To Help You To Build And Lead A Winning Sales And Management Team. Smart Thinking How To Use Your Own Life Experiences To Reach Greater Success. Chicken soup may be good, but front line sales experience is better. Sailing For Non-Sailors What Every Guest Should Know Before Stepping Aboard. Hotel Telecommunications Opportunities Through Deregulation. Table of Contents INTRODUCTION ............................................................................... 7 How to get the most from this training course. LESSON ONE ..................................................................................... 11 How to gain telemarketing savvy: Learning from the four points that mean the difference between telemarketing success and failure: • Getting to the right person. • Getting good feedback. • Response timing. • Learning from mistakes. LESSON TWO ..................................................................................... 19 How to master the four general areas that need to be addressed for a successful telephone lead generating program: • Presentation. • Skills. • List management. • Preparation. LESSON THREE ................................................................................ 27 Here is a ten-point program that you can use every day. It’s for new trainees and old veterans. This program should be photocopied and kept next to your phone for ready reference. Those who use these ten points swear by them. LESSON FOUR ................................................................................... 35 You’re going to hate this lesson. You’re going to fight it every step of the way. Finally, you’re going to throw up your hands and give it a try. You’ll find that it works so well that you will feel embarrassed for not trying it sooner. Scripting is stilted and phony, but not the way we do it. LESSON FIVE ...................................................................................... 43 Radio Free Me: How to turn someone’s voice mailbox into your own 60 second radio advertisement and make more appointments. LESSON SIX ......................................