February, 2008Archive for

Another high-level C level appointment closed Via the PA!

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 th...
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Penny Power’s speech at the Ecademy Celebration last night

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 you can imagine what sort of training and skills approach was being promoted as best practice at the time. Penny however explained how she saw her role as building relationships with potential customers rather than just "selling" One day she spoke to someone with a very bad cold ...
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Make voicemail work for you in your telesales work!

I always hear when training or coaching, I hate voicemail I can never get through, here is your first golden secret Imagine standing in the shoes of the person you are calling and ask yourself what would I need to hear for me to return this call? You will almost certainly come to the answer that the voicemail message must relate to your world and business not the callers! Such an obvious point but how many voicemails do you get which are about the other person and their business interest!! So...
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Phone negociaton -Location Location

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 re...
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Little changes in your telesales strategy can add up to make a significant result

You all know that if you keep doing the same things, you will get the same result. In contrast if you....make small changes to your approach and monitor the results you can really build a great improvement model. Look at each part of your process from carrying out your research, to getting your valid business reason for the call, preparing the call, making contact with the executive and then building your relationships. Ask yourself in each part of the these processes, what can I do by doing som...
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How much can you influence the world via the phone?

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? Then if you are specific roles, sales, financial trading, charity fund raising you are probably making significant impacts on people on a regular basis.  Certainly in sales and financ...
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Some of my greatest pieces of work I got through telesales!

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 an...
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I hate cold calling!

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 tit...
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How do you know when you have learnt something?

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 somethingI thought this was a great question as it really drills down to the components of what do we "see", "hear" and "feel" once we have learnt something. Once you have really got it. What is your evidence? I remember years later I was asked to help one of my nephews who was studying for his  A levels. He had got so stressed and an...
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One of the Golden secrets of very successful telesales

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....and that is to develop the ability to stand back slightly from your own world so you can receive the cues that are being sent by the person/executive/decision-maker you are calling. When someone answers a phone you will hear immediately certain tonal cues. These will reflect their world or their state of moment at that point in time. If they have their h...
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