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Active listening!

Sounds funny when you phone in B2B acquisition speaks of listening! Since you should still talk to enumerate his arguments, telling the audience what a great one himself Hecht and the company where you work it! No one should not!

first listen is the day! Only with active listening we learn from the conversation partner what he really burns on his fingers, what are its need `s where the shoe pinches, etc. You hear noise, edge based on the above factors. And only He can also benefits the proposed solution and present as an idea.


Sounds:

During the call, the signals can of course be only acoustically. For example:

- with short words like "yes", "aha" "mhm", etc. indicate that you are still there and listen and understand what is at stake.

- With feedback such as "aha, I can understand," "we know from our customers," etc. Give your conversation partner feel that you are emotionally involved in the conversation are understanding and which is important for him.

- With understanding Prove signal that you listen attentively and are interested in understanding the other person. "Did I understand you correctly that," "You mean ....?" Grasp the reflections together briefly. This will make sure that you understand the other person.

Simple, is known as mentioned in a conversation! Important: do not overdo it, you just behave naturally.

effect:

With active listening to motivate the other party to talk, he may "throw out a heart." This helps Them in further conversation to find out what approach and benefits to the potential customer could be the most interesting.

accept but after a certain time (in practice has proven itself about 2 minutes) again the conversation. This gives enough time for the analysis of purpose and helps you defined before the call to reach our target and to guide the conversation in the desired direction. Only `s listen we do not actually get paid!

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cold calling for cowards!

cold calling for cowards!
by Bob Etherington (original English edition of "Cold Calling for Chickens")

a very exciting and practical book for all who need customers for your business. (Well, actually, for all) The book reads easy and fun. Various tips you can immediately implement in practice! (And to this) Based on our experience I can recommend the tips, strategies and ideas to 100% on. Who will implement it immediately guarantees have much more success!

Here are some statements:

" fact: In every market go 85% of orders available to the 5% of the seller, the secret successful cold calling know! "

" Most of my competitors are sitting there, aphasic, complacent, and not on the ball! - "Cold calling? Do not we! No need. Our customers keep coming back to us when they need us! " Be not too sure because you guys! ... I'll take away your top customers continuously "

" The real reason that my competitors - and your - run no cold calling is simple. you are a coward! "


" The most successful way of sales initiation is to take the phone into the hand and even actively become " ... Cold calling is simply to contact with strangers! "

Now!

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", my; chauft if the Buech nid chaufed, it` s stop of other "

cold calling strategies!

If you win new customers and build lasting, profitable relationships? What company does not want to!

The telephone is still an ideal instrument for your sales success efficiently and professionally prepared. Compared to other marketing methods (mailing, advertisements, etc.) then you know what you are after every call! Interest or not and why not? A professional, good talk on the phone can be the beginning of an exciting and successful customer relationship. The first and most important step!

The idea to call unknown customer generates many a cold shudder .... cold calling, door to door and rejection! Do not be, because as Emil said it is so simple: "My, if you chauft the Buech nid chaufed so` s stop of others! "

cold calling is basically simple and can really be fun. Just change your attitude to the phone! Be aware of what's at stake! Acquisition means winning customers and includes all processes from the first meeting to the first order!

the first call, it is therefore primarily about finding out:

- which is my right contact?
- if the company ever in my customer base?
- offering my service or my product at all beneficial?
- If the contact person interested in this benefit, yes or no?
- if so, when?
- if not why not?
- what are the next steps?

is at this point to sell it not your job, products or services! But it's mainly about generating interest and qualify! This task, however, requires a high degree of sensitivity, Conversation skills and interpersonal skills.

Say goodbye to the idea now that you have to win every call immediately a new customer!

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relationship management: spontaneous calls

Take the time and freedom to people (clients, friends, etc.) to refer spontaneously: "Hello, how are you? I just wanted to say hello friendly! ". For these spontaneous calls is often a conversation about a new project or a new order en. You show your interlocutor that he is important to you and you are interested in him.

"Each person is unique and full of inner wealth that has many interesting and lovely site. Of each contact you can learn something for yourself "

Professional contacts are intended not only as the agents used for business success, but also for what they are, above all: interesting, unique people! Your contact person will feel that your interest and your kindness is genuine.

A spontaneous phone call per day will cost you 4-5 minutes. This results in a month to 20 valuable, exciting and interesting discussions! Unless that's worth?

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Twitter as a tool for customer acquisition?

More and more people use the new Web 2.0 - Twitter Tool. New Twitter is also available for salesforce.com.

"Wiki: Twitter is a social Network and a mostly publicly available on the web diary (micro blog), which the world via the website, mobile phone, desktop application, widget or Web browser plug-in can be done and updated. Twitter was launched in March 2006, the public and won the 2007 South by Southwest Web Award "in the category of" blogs "."

As a sales channel, for example, Dell.com very big success. Twitter is certainly an exciting new marketing channel and Kommunkikation with potential or existing customers will be properly integrated into the CRM -. world of business, there is the possibility of contact to provide access to new or existing customers Ziegruppen to provide better and more information: "status messages, promotions, specials, etc.)



More at: http://www.ueberforce.com/

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strategies and objectives on the phone:



It makes sense to think about before every call first: What I want to achieve what is the purpose of my call what I want to achieve at least

Important: Set a major goal: when, for example "date customer "; but also one or two part - or subsidiary objectives:" Finding out the potential of possible customers, planned Projects or a follow-up call at a later date. So you have the chance that each call is a "success" and you not holding out for a goal that at the current time is not ripe just yet!

am thinking about it:

need goals:
- be specific
- be more positive
- - Measurable be
and also be accessible

Write your goals on the phone log, so you that during the conversation, not the eyes lose. Place towards the end of the conversation "objective" questions! Objective questions focus on your desired result! You lead the other person actively to your destination. You can use the correspondent effective support by you to help him to take the measure realize what he wants as well:

- "What do you want from a solution"
- "What are your expectations for our services?"
- "What questions you would like answered on a date?"

Or

- "has been defined, the project team already?"
- "When you want to implement the solution?"
- "Is the budget already approved etc .

You'll be amazed at how much information You will receive, and he interlocutors, we appreciate your targeted approach and the direct address at eye level.