Every company in the world is selling something. Regardless of what that product or service is, those companies need people to help sell ‘it’ to their prospects.

As economies have worsened over the last few years, many companies, some big, some small, have started to bring their seasoned sales professionals in from the road, and place them behind desks. These people now, for the first time in a long time, or perhaps for the first time ever have nothing but their sales smarts and the trusty telephone to help them get the job done.

To hit their monthly targets. To close more business. To sell more product or services. Simply put – to earn a living!

The good news is, however, that becoming a telemarketer has never been easier than it is today. The tools, techniques and tips to excel in this role are in more abundance today than ever before in the history of western civilization. That’s a stone cold fact. Videos on YouTube, audio Podcasts, a multitude of blogs and books, and other resources, such as the upcoming ‘Telesales Magic’ eBook/AudioBook companion course, from yours truly. (Plug over!)

I’m not saying that you can pop a magic pill and automatically become the most awesome telesales pro in the world. Of course not. Like any industry or professional path in life, it takes dedication and a lot of hard work to become great at what you do. However, what I am saying is that it’s not as hard and as complicated to do, as it was twenty or thirty years ago.

And here’s the thing… Telesales people are generally regarded as the ‘cream of the crop’ when it comes to the sales profession. Think about it… We deserve to be known as the elite of the sales world. We wake up every day knowing full well that the large majority of the people that we call on are not going to be interested in speaking with us – at first, anyway!

That direct and obvious animosity helps us create huge ‘stiff upper lips’. Become rejection proof, persistent as hell and generally speaking, unstoppable as a sales professional.

The qualities of a solid, sincere telemarketer are steadfast in our pursuit of the sale. We follow our sales process, starting out with prospecting, and ending up with the natural conclusion to the sales process – THE CLOSE.  We brush off objections, and become hugely popular rapport builders, as well as problem solvers.

And above and beyond everything else, we thrive on the challenge. The challenge of hearing the words ‘Not interested…’.

And THAT, my friends, is why, as a professional telemarketer you will always have a job. You will always be employable. You will always have a place to work – and, most importantly, you will ALWAYS have a means to earn a living.

The only question you have to ask yourself is “How BIG of a living do I want to earn..?!!”.

See you on Wednesday, where I will be dishing out a FREE excerpt from the aforementioned upcoming ‘Telesales Magic’ eBook/AudioBook companion course!

This is a guest post by Paul Archer

Mirror mirror on the wall, who is the fairest of them all? Do you dive in head first into business speak with customers or coachees? Here’s a simple reminder for us all.

I hear suit telephone sales are up so are fountain pen sales. It’s all the extra business meetings we’re having. British Airways is even offering free business class flights to anywhere in the world to small business owners looking to export abroad.

It seems that in these tough times, we’re all out drumming up business with face to face meetings. And that’s a good thing. It’s heightened our awareness to go back to the basics of selling.

And with the pressure on we’re getting straight down to business talk and this couldn’t be more dangerous. This is a big mistake when you’ve never met someone before. No, we ought to be holding back on business talk even in these pressured times and become even more interested in them, become curious about them as a person. People like to do business with people they both like and trust. OK you may not be fantastic buddies but you like and respect each other and only then will business result.

Do you know when you are with a friend, you get along really well and you become like them, you match their personality, their mood, their pace, their body language, eye contact…everything. But when you are with someone who wouldn’t be a great friend and is not like you, naturally you are not going to become like them are you?

In telephone sales though, you need to become a little bit like them so as to build trust and some likeness. For example, anyone who knows me can see that I’m quite bubbly and excitable and energetic, I like to be positive. My wife thinks I’m quite loud!

So if  I meet someone who is the opposite then I need to purposely become like their personality a little. I need to slow down, monotone my voice a little, speak like them, give them the same amount of eye contact as they give me.

I call it personality matching and it works. That way we will build a rapport, begin to trust each other and get on. Then we can start talking about business.

Mirror mirror on the wall…who is the fairest of them all? Not you, but the person you’re talking with, so let’s spend some of our attention on them and begin to match their personality before diving head first into business speak.

Paul Archer is an international sales speaker, sales trainer, author and coach based in the UK. He specializes in rapport selling and rapport coaching and can ignite his audiences large or small. For more information on Paul and his training courses, visit www.archertraining.co.uk or his sales  blog at www.paularcher.com

This is a guest post by Paul Archer

I’d like to show you a great tip when you really need to appreciate what your customer is thinking. Ideal for the consultative salesperson and sales coach.

I’ve never travelled on a rollercoaster. Honest, I know it sounds remarkable, but I’ve never had the courage to climb in the small cab and ride the heart wrenching and stomach churning experience.

Until one afternoon over Christmas when my youngest son dared me to get on the ride at Poulton’s Park. Now if you ever want to motivate me to do something, you only need to dare me. I think it’s hard wired into most
men.

I watched Euan first and thought I’d use the 1st, 2nd, 3rd position that we use all the time when selling. Now this clever little tip helps
you see, feel and fully understand what it’s like for someone else and in sales, is a really useful way of exploring the customer’s point of view.
1st position is where you look at things through your own eyes and as I stared at Euan on the rollercoaster all I could think of was fear, trepidation, how foolish, help! 2nd position is where you step out of your
shoes and move into the customer’s shoes and look at thinks through this person’s eyes, in other words see and feel their point of view.

So I tried this and moved into Euan’s shoes. Initially I could still feel my fear and trepidation, but I kept at it and began to see how Euan saw the ride. He was smiling and cheering, so loud I could hear him from where I was standing. As he approached the top of the loop just before he was to plunge downwards at breath-taking speed, his look was of apprehension but total excitement. He was enjoying the thrill of the ride and I started to feel what this was like for him. 3rd position is where you stand back, disassociate yourself from both viewpoints and look objectively at the situation. With customers, we get to see their views and yours in tandem. On the rollercoaster I could see Euan’s viewpoint, mine and the other passengers on the coaster. I realised that everyone seemed to be having fun and that this miserable father was seeing the rollercoaster in a very blinkered way.

And did I enjoy it? Yes I did, and I had to go on it again and again. In fact since it wasn’t too busy I went on the same ride 3 times and Euan now thinks his Dad is real cool. So next time you really want to appreciate your customer’s point of view, go from 1st position, to 2nd and then finally to 3rd position.

Paul Archer is an international sales speaker, sales trainer, author and coach based in the UK. He specializes in rapport selling and rapport coaching and can ignite his audiences large or small. For more information on Paul and his training courses, visit www.archertraining.co.uk or his sales  blog at www.paularcher.com

This is a guest post by Paul Archer.

On the train one spring morning to London I met three very interesting ladies who made me think about financial advisers or, in fact,
any phone sales people who want to differentiate themselves from their competition, so let me hare with you why.

These ladies are from Indonesia and live and work in Gloucester. They were dressed immaculately and were chatting and being excited about their trip to London. Being the day before Easter, the train was packed with day trippers looking forward to a day in
London and I expected these ladies to bedoing the same.

“No, we.re going to the Embassy to vote forour President”.
“Oh” I looked surprised.
“Yes”, the lady opposite me explained. “We could vote by post but we prefer to make a day of it, do some shopping, attend a show,
and enjoy each others company as well as vote”.

And that got me thinking about financial advisers and their competition. You see competition for financial advisers is not other
financial advisers, it’s the internet. But some see it as competition, some don’t. Those that fear the internet and see their products that they sell as a commodity.

And that’s dangerous. The internet sells commodities really well and will be more and more effective at this over the next few years.
If you see yourself as a phone sales person of a commodity such as a life assurance, health insurance, pensions and such then you are
doomed. Doomed to be discarded in favour of the internet that’ll sell this much better than you, and cheaper too.

Now my ladies on the train could have voted by post but preferred to enjoy the attractions of London – shopping, seeing a show.
In the same way a client meeting a financial adviser will enjoy what they have to offer. Professional advice, consultation, listening to
their goals and problems and then advisingthem from a plethora of products which ones would help them achieve their goals or solve
their problems.

Many people will prefer to buy these products quickly and painlessly on the internet, but equally many will prefer the longer advice
version.

So be crystal clear as to what you sell. Commodities or advice. And then ensure your clients know exactly how you work right
upfront to overcome the internet objection that will rear its ugly head later. And remember you.re in business to understand
your clients first and foremost. Your job is not to sell products but to understand your client.s position, so invest in your skills this
year and next to do this even better that you are right now.

Maybe the internet can give advice in the future but it will not be automated, this can’t be one. This is what will happen in the future.
Your hologram will be transported to the client via the internet, saving you physically travelling to them.

The technology is there right now to do this,but it costs a small fortune. The internet can transport holograms – pop stars and
politicians are doing it now. Robbie Williams was beamed to a concert recently, Prince Charles was beamed to a conference last
year, and CEOs of major corporations are using this technology to hold important summits without leaving their homes.

But at the moment it’s too expensive for everyone.

In 5 years time we’ll all be using the same technology but it will still be you that is giving the financial advice the client needs who
prefers to get from you rather than buying the commodity over the internet.

So beware that you don’t slip into commodity selling.

And my Indonesian ladies, they were really looking forward to their mini break in London. Poor me – I was on business.

Paul Archer is an international sales speaker, sales trainer, author and coach based in the UK. He specializes in rapport selling and rapport coaching and can ignite his audiences large or small. For more information on Paul and his training courses, visit www.archertraining.co.uk or his sales blog at www.paularcher.com

This is a guest post by Jill Konrath

“Pssst.  Did you hear about …?” As human beings, we’re instinctively curious – especially when we know there’s a big announcement coming soon.

That’s why I immediately signed up for Obama’s “Be the First to Know” campaign – even though I’m not particularly interested in who he selects as his vice presidential running mate.

Yet I couldn’t resist being notified of his decision immediately via email or text message. Go figure!

How can you pique your prospect’s curiosity? What can you do to increase anticipation?  Think about it. You might discover some engaging strategies that make all the difference in the world.

Jill Konrath, author of Selling to Big Companies, helps sellers crack into corporate accounts, shorten sales cycles and win big contracts. She’s a frequent speaker at annual sales meetings, kick-off events and professional conferences. For timely and provocative sales advice, visit www.SellingtoBigCompanies.com

This is a guest post by Jill Konrath

Cold calling is tough. We all struggle with it. That’s why I laughed today when I talked with Sara, who works for a New York-based PR firm. She’d just seen my new video clips where I’m speaking about the challenges of phone sales and connecting with corporate decision makers.

Sara understood exactly what I was talking about! That’s when she told me her story:

I was calling a major media outlet to “pitch” one of our clients. Of course, I got voice mail. About half way through my message, my mind went totally blank. So I hung up.

As soon as my memory returned, I recalled the client and picked up exactly where I left off …

“Hi. This is Sara calling again. We must have gotten disconnected. As I was saying…”

Now that’s quick thinking. I wish I’d thought of it!

Jill Konrath, author of Selling to Big Companies, helps sellers crack into corporate accounts, shorten sales cycles and win big contracts. She’s a frequent speaker at annual sales meetings, kick-off events and professional conferences. For timely and provocative sales advice, visit www.SellingtoBigCompanies.com

This is a guest post by Paul Archer

Test closes are brilliant ways of testing the water with your customers. We all use them probably without even knowing it as it’s

something you always hear top performing sales people doing.

Tell me the difference between these three

test closes:

• How do you feel so far?
• How does it look to you so far?
• What are you saying to yourself so far?
• What are you hearing so far?

They all attempt to do the same thing, in other words, test the customers’ views and thoughts so you can continue with the meeting. Classic test closing. I wonder which one you tend to use with your clients or when coaching.

And I bet one of them really hit the mark with you, or resonated with you more, or was a question you could personally relate to.

You see the four test closes are carefully scripted to appeal to your thinking style. NLP gives us visual, kinaesthetic, auditory and digital thinking styles and everyone has a preference to think predominantly in one fashion although we’re quite capable of using all of them. We just prefer one.

If you can gauge your customer’s preferred style, then change your language to suit their favourite. Do start with one of the four test closes from above because it’s easy to do so, gets you into the habit and you could start tomorrow, couldn’t you?

The best way to calibrate your customers’ preferred thinking style is to listen to their language or keep an eye on their eye movements. There’s a great article on eye movements in our knowledge bank.

Paul Archer is an international sales speaker, sales trainer, author and coach based in the UK. He specializes in rapport selling and rapport coaching and can ignite his audiences large or small. For more information on Paul and his training courses, visit www.archertraining.co.uk or his sales  blog at www.paularcher.com

This is a guest post by Paul Archer

Welcome to the most widespread objection today and its not price.

Apparently they’re starring at Glastonbury this summer. I’m talking about Status Quo the rock band whom my 71 year old father is going to see in concert later this month. That shows you how long they’ve been around.

But the status quo have recently become quite a problem for sales people and I’m no longer talking about the band – I’m referring to lethargy or not taking any action.

Apart from the Internet, it’s the status quo that is today.s newest and biggest competitor. Customers are inclined to take no action unless we allow them to see the danger of this course and maybe the cost of doing nothing.

This extra competition that we’re now up against, doesn’t allow us to use our traditional objection handling strategies as we’re not having to compare our product or service with the competitors or justify its value. Instead we have to make sure we let our customer see the problems of not taking our advice.

And we must weave this into our sales patter.

This is particularly important for financial services salespeople who sell an invisible product. There’s an old adage that life assurance is sold and never bought and this is even more prevalent today. Make your customer aware of the dangers of the status quo; ask them what might happen if they don’t protect themselves in the event of their partner’s death, the issues this might bring up in their lives.

Questions, questions, questions – that’ll help them see the perils on inaction.

Let them explore in their mind the consequences of doing nothing and treat the status quo as just another competitor that you need to avoid during your selling process.

And Francis Rossi and Rick Parfitt from Status Quo can keep rocking all over the world until they’re ready to pick up their pension. I do believe Francis is 60 next birthday. Fantastic.

Paul Archer is an international sales speaker, sales trainer, author and coach based in the UK. He specializes in rapport selling and rapport coaching and can ignite his audiences large or small. For more information on Paul and his training courses, visit www.archertraining.co.uk or his sales  blog at www.paularcher.com