Telesales Blog

Your Propect Hates The Phone, Telesales Tips To Deal with “Visual” People

Posted by on Jan 22, 2013 in Uncategorized | Comments Off on Your Propect Hates The Phone, Telesales Tips To Deal with “Visual” People

How many times have your called someone and it sounds like they are lost in a barrel? Particularly if they do not know you, they say things like, “who are you”, “what do you want? You can hear them struggling to process the information coming through the phone. These people are “visual” and they can struggle with the phone as a form of communication because they can not see you. If you want to introduce yourself to them, to build a relationship to promote a product or service, your need to do the following to...

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My Webinar at Imperial College London Business School: How to develop Cold Calling Skills to Make Your Next Career Move or Generate New Business

Posted by on Jan 9, 2013 in Call Preparation, Creating Gate Openers, General, Marketing Skills, Measurement, Mental Preparation, Reaching the Decision Maker, Resources, State Management | Comments Off on My Webinar at Imperial College London Business School: How to develop Cold Calling Skills to Make Your Next Career Move or Generate New Business

I was delighted to be a presenter on a Webinar at Imperial College London Business School in September last year. The title was “How to develop cold calling skills to make your next career move or generate more new business. The audience spanned a number of continents and we had Alumni from USA, Canada, Singapore, China, India and a number of Countries in Central Europe. I started off by asking the audience to set aside whatever beliefs they held at the moment and what they could or not achieve using the phone to achieve the outcomes...

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How to Get Money Right Now!

Posted by on Dec 2, 2011 in Call Preparation, Reaching the Decision Maker, Sales Skills | Comments Off on How to Get Money Right Now!

I was listening to a teleseminar with Jack Canfield and Steve Harrison about how to get your book pubished and as always Jack is a real inspiration and joy to listen to about how he got his “Chicken Book for the Soul” series of books published. One of the really interesting points which is emphasised over and over again when I hear this story is that it took 114 rejections before their first manuscript was accepted for publication. The amazing thing is that that they just kept going until they achieved success -at some level as...

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To Follow-up or Not Follow-up … that is the Question

Posted by on Nov 30, 2011 in Reaching the Decision Maker, Sales Skills | Comments Off on To Follow-up or Not Follow-up … that is the Question

This week we have a guest blog post by Tom Bird, one of the authors of the UK’s No. 1 selling sales book “Brilliant Selling”, which considers how best to follow up with a prospect. Ever struggled with how long to leave it before you follow-up a prospect with the next call, or to move forward on a proposal you have sent to them? How many times do you follow-up a lead before giving up and moving on? Have you ever sent a proposal and then not been able to get through to the prospect to progress it? These are questions that everyone in sales...

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How Do I Make Instant Impact With A Decision-Maker Over The Phone?

Posted by on Oct 30, 2011 in Call Preparation, NLP Skills, Reaching the Decision Maker, State Management | Comments Off on How Do I Make Instant Impact With A Decision-Maker Over The Phone?

Very often when I am a guest speaker at events I am asked  “what are the magic words, or the hooks” that will instantly engage a senior decision-maker on the phone? Let’s be clear  the words are important when you are “starting a conversation from cold”; which must be about them and their business not you and your product/service.  How ever if there is any “magic” in this process, it is about building awareness of other person’s world. Are they ready or indeed receptive to any call at this...

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Cold Calling By Email, Is There A Better Way?

Posted by on Oct 23, 2011 in Marketing Skills, Reaching the Decision Maker | Comments Off on Cold Calling By Email, Is There A Better Way?

We all know that very few of us actually like Cold calling, so email is the obvious other route to make “cold connections”.  Email Marketing is a huge market so sometimes we experience a different “spray and Pray”. Recently, I have noticed this trend of getting the same emails from the same company which are often resent from different individuals.  What I notice is that they are trying to reflect a natural conversational tone in what is effectively spam. e.g  “I know my colleague John was trying to contact you...

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Sharpen Your Phone Prospecting Techniques

Posted by on Oct 17, 2011 in Measurement, State Management, Telesales Articles | Comments Off on Sharpen Your Phone Prospecting Techniques

Sharpen Your Phone Prospecting Techniques

You may be wondering what this is all about; another article that extols the virtues of telemarketing and telesales? Not really. I want to raise some potentially much deeper issues around communication and new business development. We are well aware of cold callers who will not draw breath once they have started their pitch and drag their victims protesting through their monotonous scripts. But what if these callers and the companies who employed them carried out their approach somewhat differently?  This article originally appeared...

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How to Use a Telephone (to Develop New Business)

Posted by on Oct 17, 2011 in Reaching the Decision Maker, Telesales Articles | Comments Off on How to Use a Telephone (to Develop New Business)

How to Use a Telephone (to Develop New Business)

How much is it working as a business tool for you? In sales and marketing, using the humble telephone to reach and sustain contact with senior management has always been a headache. But how much consideration has been given by senior management themselves to the potential of the phone to create new opportunities and develop existing ones. David Festenstein examines the communication potential of the ubiquitous phone.  This article originally appeared in Spectra: The Journal of the MCA. Download How to Use a Telephone to read the rest of this...

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Need to Make Your Cold Calls Warmer and More Effective?

Posted by on Oct 17, 2011 in Call Preparation, Telesales Articles | Comments Off on Need to Make Your Cold Calls Warmer and More Effective?

Need to Make Your Cold Calls Warmer and More Effective?

 I HAVE noticed that, time and time again, the issue of getting new work comes up in discussions amongst independent consultants. Some are lucky to get all their work from referrals, or just contracts that are simply renewed, but relying on these sources alone can make us victims of the feast and famine cycle. So, how can we maintain a regular pipeline of leads, or interest in our work, even though we often hate the thought of cold calling or drumming up new business? What may stop us doing this is not ‘feeling comfortable’ in...

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How NLP and the Phone Changed My Life

Posted by on Oct 17, 2011 in Mental Preparation, NLP Skills, Telesales Articles | Comments Off on How NLP and the Phone Changed My Life

How NLP and the Phone Changed My Life

IWAS IN A RUT, stuck doing the same thing day in day out,working for a software company setting up appointments for their sales people. I was in my fifth year and the thought of doing it for another year just overwhelmed me with dread. I have a family, a wonderful supportive wife and two lovely girls, so running off to the Greek Islands was not an option. By coincidence, I saw two newspaper articles in short succession, which I related to as if they had been written especially for me. The first one was in the Financial Times, about how it is...

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