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…)
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…)
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.
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…)
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…)
I got some great feedback from one of my clients today as I was asking him what made me different in my approach to telesales. He said “David you always start at the top Chief executive or Chairman level and even if you do not speak to them directly, you always seem to get a contact who is a very senior executive with whom I can start building a great dialogue”
The mistake which people nearly always make is (more…)
I spoke to a prospective client today and she talked about the problem of her fear of being rejected and whether I could help. (more…)
I have just been to my weight loss class and I am happy to say I have lost more than half a stone in three weeks, which has given me alot more energy and sense of well being, so I am delighted to keep following the process!. As the facilitator went around the class asking what we had done differently this week and what had worked there were a number of interesting answers. However the one that struck me was one lady who said that in setting her targets, she decided on a figure in her head which she wanted to reach and kept it there, or alternatively there was a weight figure that she refused to go over and then would stop eating the junk food and follow the process religiously. She said when she established this level of focus it always worked! So what figure in terms of your number of appointments or conversions of conversations do you want to achieve? Create your own SMART goals for this or more simply see the number of calls, plan them, hear them in your head, feel good about them and then CALL THEM! Alot of great calls fail because the intention is never followed through with action…….Remember there is no failure with this process only feedback you can learn from. Now go call with courage!!
As you know I have just completed another Master Pratitioner Certification in NLP and one of the modules is taught by Charles Faulkner, who explains this amazing stuff about Mirror Neurons; this is when you see something happen, there is an part of you which experiences part of what you see. I understood the theory of this , it was only when..
Chet’s Holmes book is a great read! There are some great strategies in it. I particular like his emphasis around the discipline and the importance of making your calls regularly, he says every sales person should be doing at least 2.5 hours daily of New business development cold calling and above all tracking their progress. For me his strategy around time management has helped me enormously; He says, identify the 6 most important things you want to achieve during the working day and then work in email and admin around them. I am regularly following this discpline rather than evaporating my days grasshopping from email to email and then wondering why my day has gone! Check it out on Amazon there are also some great reviews there
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