This is a Guest Post by Shaun Gisbourne of the PhoneMentor Program.

Having read about how getting one new client can cost more than 8 times what it costs to retain an existing one, it struck me that whatever clients feel about the experience they receive, it’s also very likely that prospects feel it too. Unbeknown to you, clients could even be talking to your prospects about you!

It can be argued that clients will tell other people about experiences with you (bad more than good), and that among the people they tell, some will be potential prospects. That, however, is far from being the full story. The attitude that you take towards existing clients will, to a greater or lesser extent, be reflected in the way you treat new prospects too.

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Its been a long week. However, I wanted to post this quick list of prospecting tips. Being a professional telesales person isnt easy, and after 18 astounding years in the business I am happy to say I am still learning every day! Cold calling, telesales or telemarketing – it doesnt matter what you call it – the most important thing is that you strive to get better, and never give up the opportunity to learn something new.

So, here you go, my 5 quick telesales tips to use when prospecting for new business via the telephone – feel free to turn this list into a larger one if you like, and be sure to post YOUR tips in the comments section at the end of the post!

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This is a Guest Post from Paul Archer, of Archer Training.

Like millions of others, I watched the recent FA Cup Final and was rewarded with rather a dull match full of mistakes, lost possession and very little goal mouth action. Maybe it was two tired teams trying to do their best but possibly it was two teams with well paid players that just try to do the complex things first. All those fancy step over’s and bicycle kicks as opposed to decent crosses and shots at goal.

Sometimes in sales we’re all guilty of trying to do advanced techniques and new ideas and maybe we forget the basics occasionally. There’s a saying in sales that goes: “Be Brilliant at the Basics” Then you can move onto some of the more advanced techniques. Here are 9 basic steps to increase your sales:

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This is a Guest Post from Paul Archer, of Archer Training.

Signpost at the Beginning of the Telesales Call
This month I’ve been doing tons of coaching with call center people who take calls from the public about their insurance policies.

Some of the callers are really good and some not so, naturally.  They all vary in their  cold calling skills. But one thing that the good ones all do is signpost the beginning of the call.

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Selling by phone is tough. Persuading a potential consumer to buy a product over the phone is not a simple task. Your customer doesn’t know you personally and they can’t see your face physically either, so there are really no guarantees for them to know whether what you are telling them is the accurate truth, or just sugar-coated fibs. You must be able to build rapport and acquire your client’s trust in just a short span of time. Which is where telemarketing and cold calling techniques come into play.

To handle this effectively, preparation ahead of time is the key. If you are working as a telesales person, it is crucial for you to be prepared in order to successfully sell your product. Follow the tips below to know why it is important to be prepared in the telesales game of life…

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