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HOW NOT TO TAKE NO FOR AN ANSWER How should telemarketers handle objections when trying to set up appointments? Try these answers: EXAMPLES OF OBJECTIONS AND SUGGESTED ANSWERS: ...
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GOOD SCRIPTS SELL MORE (A good script can make your phone marketing campaign. A bad one will destroy it. So get a qualified person to write a script, and make sure it's written in a way...
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ESTABLISHING A TELEMARKETING DEPARTMENT You need to make two more decisions once you have definitely decided to set up a telemarketing unit within your agency. The first is whether your ...
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THE 10 COMMANDMENTS OF TELEMARKETING 1. Thou shalt cover thy database. Your database is constantly changing and must be reached many times to be fully informed about what you have to s...
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HOW GOOD IS YOUR COMPETITION? A Competitive Position Analysis Agencies can benefit from comparing themselves to their closest competitors: other independent agents, direct writers, even b...
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FORMALIZING THE PLAN A plan is only as good as its execution. It is essential that progress be monitored and adjusted and changes made when necessary. Which means that once you prepare the plan, you ...
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DIVIDE SALES DUTIES INTO MARKETING AND SELLING Some CSRs have trouble marketing because they confuse it with selling. The whole concept of persuading a customer to sign an application for a policy ca...
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ZEROING IN ON SPECIFIC PROSPECTS PLAY THE 'NUMBERS GAME' Don Eve of the Eve Agency in Flint, Michigan , has this advice for prospecting: play the 'n...
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RELATIONSHIP MARKETING Jumping through a hoop 20 feet above the water isn't considered normal activity for a killer whale. So when Shamu was captured and hauled to its new home ...
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THE SEVEN DEADLY SINS OF MARKETING Craig Shields, president, Direct Marketing Agency, Inc., Irvine, CA, recently identified seven categories of basic mistakes that make marketing expensive, wasteful,...