“Motivating Your Mind, Inspiring Your Spirit” is a very special e-book that has been compiled from the generosity of nearly 80 Australian, New Zealand, European, South African, Canadian, American, Asian and United Arab Emirates based authors, industry experts, Company Directors and business owners – including me!
I am on page 20.
The 2017 e-book contributors have over 1800 years of business experience and 3000 years of people experience. Some younger, others more experienced, yet all are exceptionally talented, intelligent and gifted in their areas of expertise. This is the third year I have been invited to contribute and you will find my chapter on page
Contributors are invited based on their immeasurable value as topic experts and character attributes that have been on display over many years.
I know you will deeply appreciate their knowledge, their spirit of collegiality and time they have invested in this excellent e-book.
This e-book was created for the authors’ combined global readers to enjoy. We trust the stories, tips, insights and case studies can benefit you in your business, professional or personal education level.
You can share it with colleagues, business contacts, friends or those you feel will enjoy the IQ and EQ stories to enhance their 2017.
You can send it via e-mail, through your social media posts or blogs from your mobile device.
Here is a Telesales Coaching Call I did with a customer and it’s part of my CD series “Telesales Coaching Calls Live”. I have copied the transcript of my critique below if you would prefer to read it than listen to it on Track 3.
For trainers who are reading this, I suggest you get your staff to listen and then ask them to critique the call themselves. You will then have my critique in the transcript to add to the coaching.
I hope you get some “ahas…” from these. Here you go:
For the whole series of coaching calls click here for more information
Telesales Coaching Call Critique (Transcript of the call)
Making sales by phone requires skill. One of the main reasons some staff (particularly new staff) fail at prospecting is that they do not sound confident . Well, if you are new, understandably you may not feel confident so you might need to be trained in some simple techniques how to sound confident. You might have to fake it till you make it. This is so important as no-one is going to buy from someone who is not sounding confident in themselves or their product or service. Your job is to generate such confidence in your product or service and transfer your energy to the prospect on the other end of the phone.
When making sales by phone, here are 5 simple techniques to sound confident
1. When you call someone with an offer and they say “NO,” you can call them again because the next time they might be in a different space. Persistence does work if you do it in a nice, non pushy way.
2. When negotiating, don’t drop the price too dramatically just to get the sale. It makes it look like you were trying to rip the client off in the first place and makes the client suspicious that the products have much less value.
3. Do not lie to get a sale. Offer the client the right option for them even if you lose a bit of commission.
4. Pay the client a compliment when you first meet them . Comments and criticism do not build rapport.
5. People like to know the name of the person they are dealing with so provide it.
6. Do not be too familiar with new clients. Not everyone likes hugs and kisses from a stranger.
7. Do not make the customer call you about an error on delivery. You call them as soon as you find out.
8. If a client complains, acknowledge the client straight away before they tell thousands of people .
Here’s the full story of what happened
I would like to take this opportunity to wish you a very happy Christmas and New Year. Relax from telesales and telemarketing, enjoy, so you are ready with renewed energy to help others to invest in your services next year. Remember, people will buy your energy, much more than what you say so you need to re-energise and take a proper break.
A good colleague of mine, David Penglase invited me to do a webinar with him recently. He managed to extract some great tips out of me so he has invited me to share this webinar recording with my subscribers.
You can listen to it at your leisure on this link.
You might want to look at the coaching programme on Sales Coach Central’s website over the break. For your own regular training and motivation, there are some awesome materials in there and if you would like to join for less than $1 a day, I can offer you a 20% discount. Just let me know and I will organise a special link for you to get the discount for this coaching programme. Check it out first at
I will be working in January and am taking the last week of January off to ski in Heavenly Valley, USA. I have speaking engagements in Iran and Malawi before the end of March so looks like there will be some nice travel for me next year. (It was always my intention to work globally at this stage of my career).
What do you want to have happen next year? Write it down and if your intention has clarity and focus, it will happen, I promise. It is the same technique you use for cold calling success. Be clear what you want from the call, focus and your call will be much more successful.