:TeleSales.co.uk

I keep saying this but you do not have to “cold call” or telesell directly into the office of senior level people. It can be very hard work trying to catch them between meetings and then when you finally get through it can be a challenge to get them engaged. So do the work through the PA, let her set up the 15-20min introductory call, make sure you have a good agenda which gives structure to the call and you know when you call they are ready and prepared to take your call!

I have just done this for one of my clients making an introduction into one of the top managment consultancies. They are delighted!

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I attended the 10th Birthday celebration of Ecademy last night and it was an excellent event. Penny and Thomas made great speeches and Penny had this great story about her experience in a telesales role in the 80s (more…)

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I always hear when training or coaching, I hate voicemail I can never get through, here is your first golden secret (more…)

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I am always watching how the phone is being used and the outcomes being achieved by using it. I was watching Locaton Location last night and I was reminded how quite large negociations over property, although “just putting in a offer” are carried out over the phone. Conventional business wisdom especially here in the UK tends to dictate that buisiness should be done and closed in a face to face environment. However there is so much evidence that flies in the face of this. I remember years ago reading in a software sales magazine that a deal had been closed for £400,000! So in your business what sorts of value are you working with over the phone? Can you increase this value in any way and if you do this how will this change your business?

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You all know that if you keep doing the same things, you will get the same result. In contrast if you…. (more…)

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I just had a thought the other day about the power of the phone and this can be any type of phone. In fact if you are a regular mobile user this can particularly apply to you as well. Ask yourself out of all the people in your personal and business life, how much are you helping them and influencing their lives? (more…)

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I was standing next to a man at the bus stop and got talking to him about what I do. “I help people make considered introductions to potential new clients via the phone”, I said.  “Oh” he said “I remember when I was in technical recruitment years ago and we had to cold call. I remember trying to get hold of a director of one of the large telecoms companies and he was never there. Finally I got him at 10.00pm at night when he was catching up with his work, I managed to get a conversation going and the contract ended up being worth £500k”! “Just pure perseverance” the director said “got you the work”.

Do you know that research (more…)

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If you feel like this there may be two reasons: 1) you are getting alot of rejection for the wrong reasons eg there has not been enough research carried out before or equally importantly proper planning or rehearsals of the call. or 2) At an identity level you reject what you are doing ie “I am not a cold caller”. If you are experiencing the later, change the frame of the activity and give youself a different title which is congruent with who you are and what you represent.  Try on different titles until you find one which you feel comfortable with. I have carried out successful coaching with people who feel better simply by calling the activity “new business development” or “client development”. Give yourself a “temperature feeling” score between 0-10 where 10 is the highest postive feeling. Notice as you change the frame and then find the right frame how you can really change how you feel about the activity. Being a “consultant” helping with whatever your service or  product addresses can really help improve your confidence or on the other hand you may be “an expert” in your field.

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When I first started learning Neuro-Linguistic Programming, we were talking about learning as a process and the trainer ask us how do you know when you have learnt something (more…)

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I was explaining to my Coach Angela about one of the key golden secrets of telesales and how it is so crucial for the success path of a call…. (more…)

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