Released on = April 13, 2006, 11:06 am

Press Release Author = Idea Treasury

Industry = Management

Press Release Summary = A new awakening in the art of telephone selling! Toss out
the script, start talking and listening. "It's an amazing feeling, says Helen
Robinson, when you feel the rapport, that mutual trust you're building with the
customer."

Press Release Body = A new awakening in the art of telephone selling! Toss out the
script, start talking and listening. "It\'s an amazing feeling, says Helen Robinson
publisher of www.sales-training.ideatreasury.com when you feel the rapport, that
mutual trust you\'re building with the customer."

Do you remember your first experience in selling? Mine was in telemarketing. I was
so scared that to this day I can\'t remember the product. The sales trainer told me
to read the script and all would be fine. I found a nice secluded corner desk and
dialed my first lead. I introduced myself and proceeded to read the script I was
given. I thought I was doing fine until the gentleman asked me a question. "You
can\'t do this to me; my trainer didn\'t say anything about questions; there are no
questions in the script!" Of course I didn\'t voice this out loud; I just broke out
in a sweat, lost my place in the script and felt my throat closing." Since he had
no idea who I was, thank heaven, I just hung up the phone. Foolish wasn\'t I?

Wouldn\'t it be nice to build up that trust and create a customer for yourself and
the company you work for? You don\'t need a script. Learn all you can about your
company, the product or service you\'re selling before you pick up that phone.
Believe in what you are selling. Relax and get you\'re customer to like you. What\'s
the secret?

Here\'s one of my best examples of listening and I think one of my favorite moments
on the phone. A business owner called asking for some information to be sent to
him. I tried to get some information about his operation to start a conversation
but that\'s all I could get was a yes or no answer. From the name of his business I
realized he owned many pretzel concessions that were located in movie theaters, etc.
I was listening to his tone and it seemed to me that he wasn\'t unfriendly, perhaps
just shy or had a really stressful day. He proceeded to give me his name, address
and in the middle of this information (I don\'t know why), I asked, "Do they come
with mustard?" The long silence was deafening. I said, "The pretzels, do they come
with mustard?" There was a hearty laugh on the other end and I breathed a huge sigh
of relief.

I knew he would become a customer and he did. It was always fun calling him for
reorders and he made me feel welcome when I did call. I learned a wonderful sales
technique purely by winging it. You may discover that selling can actually be
enjoyable, imagine that!

Helen Robinson was the VP of a large marketing firm employing more than 100
salespeople. Before retiring she managed a Human Resource company for an Industrial
Psychologist, dealing with the hiring of sales people. You will find excellent
articles such as "7 Ways to Cut Loose from Old Sales Thinking" on her website at
http://www.sales-training.ideatreasury.com



Web Site = http://sales-training.ideatreasury.com

Contact Details = Helen Robinson
5355 S Edmond St. #1021
Las Vegas , 89118
$$country

702-457-3319
helsydr@earthlink.net
http://sales-training.ideatreasury.com