This is a Guest Post from Paul Archer, of Archer Training. This is the second and last post from his two-part article called “Eight Under the Radar Telesales Tips.

What do we mean “Under the Radar”?

Getting under the radar is a way of sneaking in through the back door without anyone noticing.  The Stealth Fighter plane is famous for evading the enemy’s radar systems so it can drop its bombs with precision accuracy.  Harry Potter is legendary for his invisible cloak which allows him to sneak anywhere un-noticed.

Now if you, like me, believe wholeheartedly in ethical selling.  In other words only selling something to someone who genuinely needs it and can afford it.  Without a hesitation of doubt…then you need some selling under the radar tips because you can use them with the belief that you’re legitimately helping the customer along the path of the sale.
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This is a Guest Post from Paul Archer, of Archer Training. This is the first  post from a two-part article called “8 ‘Under the Radar’ Telesales Tips’.

What do we mean “Under the Radar”?
Getting under the radar is a way of sneaking in through the back door without anyone noticing.  The Stealth Fighter plane is famous for evading the enemy’s radar systems so it can drop its bombs with precision accuracy.  Harry Potter is legendary for his invisible cloak which allows him to sneak anywhere un-noticed.

Now if you, like me, believe wholeheartedly in ethical selling.  In other words only selling something to someone who genuinely needs it and can afford it.  Without a hesitation of doubt…then you need some selling under the radar tips because you can use them with the belief that you’re legitimately helping the customer along the path of the sale.

Now that’s really important to get off my chest because it’s true to say that I honestly believe that if you have the slightest doubt whether to proceed with the sale, then you shouldn’t.  Find a customer who truly needs your product or service.

Just like a rolling stone…someone needs to give it a little push first and then it travels a path.  Customers sometimes need a little push along the right path and these tips will help you do just that.Lets start with “under the radar” tip number 1, truisms.

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Here’s the first of a two-part guest post from regular Telesales Magic contributor Paul Archer of Archer Training. This time round Paul discusses how important it is to listen to your prospects and clients when selling them on the phone (or face to face, even).

Your Own Volume Control – Listening on the telephone in fact listening in general, has to be one of he hardest things to do continuously.  Yes we can all listen for five minute bursts but to do it all day every day, just has to be hard graft.

So next time you feel your listening ability has taken an early bath imagine your very own personal volume control. Now your volume control has 3 levels – 1, 2 and 3.

Most of the time it’s on level 1 which is selfish listening and there’s nothing wrong with this. Only the other day I was on a business trip to a strange airport and I was operating on level 1 listening.  I was looking out for signs and noises that would help me on my journey.  I wasn’t interested in anyone else just myself and my next steps. But in selling or dealing with people on the phone, we mustn’t focus on just ourselves.  We need to get into their shoes and that’s level 2 on your volume control.

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