I love to hear your success stories and specific techniques that work well for you. Here is one from a fellow reader
Last December I wrote a weekly email Tip titled "What to Do With an Immediate Brush Off." http://businessbyphone.com/TelE-Sales12-2-09.htm
Brian Callaghan with Continental Web shared howhe immediately used it:

Here’s a call I received at my office:
"Art, this is Joe Collins with Data International. We’re the most respected provider of data funneling (or something like that–I had never heard the term before). We work with the IBM’s, AT&T’s …,"
Huh?
The guy lost me already, but I let him go on for at least 90 seconds,  [...]

I was looking at a couple of pieces of office furniture from different dealers. One was more expensive than the other, but I liked it more, and the sales rep knew that.
After I hemmed and hawed awhile about hesitating because of the price, he said,
"Two years from now, after you have been enjoying this for [...]

Yesterday and today I’m working with a great group of reps at Thomson Reuters Tax and Accounting Creative Solutions. I’ve been coming here to Ann Arbor, MI, for over 10 years now to deliver training, and this company, like LexisNexis below, is a sales organization that really "gets it" regarding telesales. We have mostly newer [...]

Last week I was in Dayton, Ohio to work with the newest sales pros at LexisNexis. Here are the reps who are handling new business acquistion (Smart Calling) and some who are responsible for retention of existing contracts.

The simplest techniques can be so effective.
I heard a call where a prospect voiced an objection, but seemed a bit shaky in his conviction regarding what he said. The sales rep responded, "What was that again?"
The prospect then hemmed and hawwed a bit, continued talking, and actually admitted that he probably could go with the [...]