I do hope you had a lovely break and are busy building your sales pipeline and plan for 2019. My intention is to give you some quick and easy ideas each month to win more sales to keep you motivated and active. Remember I will never suggest you do anything that I do not do myself. That way you know it works.
1. To Win More Sales – Call all the people you did quotes for last year that you never heard back from .
(Note I said “Call” not email) This may sound scary because you may think they rejected you or your proposal but you will be surprised to know that 50% of the people never took action or bought anything from a competitor and they are usually open to starting a conversation with you again. I find I can convert 25% of these, i.e. 1 in 4 calls , to do business with me this year. You can say something like ” Hi _____ We did a quote for you last year for ____ and I am curious to know whether the solution (or the product/service) you found has worked out for you. What did you like about it (if they bought elsewhere)? What stopped you from going ahead when you already felt you needed _____? “Just get into a conversation with open-ended questions. “How much has not taking action cost you, do you think?”
“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.
People often ask me “What has made you so successful in business?”
I tell them my business was certainly not an overnight success. It has taken years of
- Focusing on one topic – Telesales – and not getting distracted by other topics
- Persistence when the going gets tough. I mean it would have been easy for me to give up after the GFC or when the Do Not Call register was introduced but I didn’t do that.
- Constantly learning and looking for new material on my topic. I devour every book, article and attend as many sales seminars as I can. After 25 years in my own business,I know a lot but if I only get one new idea from each seminar and implement it, it’s a bonus.
Something a bit different on telemarketing this month.
I thought you might enjoy this little song on www.youtube.com that my hip-hop singing son and I created. It covers all the essential ingredients of a good telephone sales call. Many people around the globe are using it to start their day. I hope you will too. Please Click the “Like” Button if you like it. http://www.youtube.com/watch?v=4XtknVem1B8
If you recognise the voice of the famous hip hop singer in the telemarketing song email me to tell me on
Having just returned from a gorgeous holiday on the islands of Mykonos, Paros, and Santorini, I’ll never forget what happened on Santorini.
We arrived by boat at the port and could not see a single taxi to take us to our hotel. An excited, prospecting salesperson standing outside the car hire office, took his opportunity to invite us in and proceeded to sell us the idea of hiring a car. He asked how long we were there for (only 24 hours) and said that hiring a car would be our best option. Then we could see the whole island. “Anyway”, he said, “a taxi to your hotel would cost 30 euros, taxi to the airport next day 30 euros and I will give you a good deal of 80 euros including petrol and insurance to hire the car for a day with a drop off at the airport. It seemed like a good idea so this is what we did. We realised hiring a car at the port was not probably the cheapest place to hire a car but it was at least convenient.
When we got to the hotel, out of interest, I asked how much a taxi from the port would have cost. I was told 15 euros . It would be the same price to the airport and the car hire place next door would have been half what we paid!
Hmmm. We felt ripped off.
Wow, what a way to make a customer feel special. I have just been on my DREAM ski holiday to Heavenly Valley, Lake Tahoe, USA, where I truly experienced “heaven” – powder snow, sunshine and gorgeous views.
Maybe part of the success of the holiday was due to the fact that every time I walked into the hotel, Aston Lakeland Village Inn, a gentleman called Scott raced out with flair from behind reception to grab my skis off me, put them away and then he offered to help me take off those heavy ski boots. Wow, now that was service! Not only that, every time I went in and out past reception, he had something to chat about and engage me. When I think about it, he really made me feel at home in this accommodation. Nothing was too much trouble. What he did was not his brief. He just did it for love of his job. His reception would be the reason I would go back to that hotel again and again. He made me feel valued, he made me feel special and I will never forget that.
SO, WHAT ARE YOU DOING TO MAKE SURE YOUR CLIENTS FEEL VALUED AND SPECIAL? IT WILL MAKE ALL THE DIFFERENCE TO WHETHER THEY COME BACK TO YOU FOR REPEAT BUSINESS OR NOT. PLEASE MAKE YOUR INTERACTIONS WITH THEM MEMORABLE IN A GOOD WAY LIKE SCOTT.
United Airlines, however, did everything but make me feel special.
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.
Jenny Cartwright meets Sir Richard Branson
What an awesome human being I met in Sir Richard Branson when speaking at the same event as him in Melbourne last weekend.
First of all he is humble. He does not brag about his achievements but tells you about them in a way that inspires you to play a bigger game too. He advises not to put limitations on yourselves when you come up with an idea of something you would like to do. He says the biggest challenge in life is you holding yourself back (the personal challenge).
Here are the 5 major tips I took away from his talk we can all benefit from when doing sales:-
1. Records are made to be broken so aim for an extra sale each week. It can be done. Challenge yourself.
2. Never dwell on your failures, move on to the next call. The more your fail, the more you learn. (That’s why cold calling takes courage – each time you are rejected, pick yourself up and move on. It’s an opportunity to try a different way next time)
3. If you are a leader, really listen to your staff with no judgement. Even the young 19 year old may have a good idea for increasing business. Reward them with praise and attention often.
4. Look after your customers. Find out what they are looking for and howspecifically you can best help them. Ask them the question “What do you need in your business right now?”. So let me know what you need right now and if I can’t help you, I am sure I can refer you to soemone who can. that is what I do best.
5. Constantly be on the cutting edge of knowing what is happening in your industry so you can jimp on opportunities that present themselves every day when you stay aware.
“Remember, there are two benefits of failure. First, if you do fail, you learn what doesn’t work. Second, the failure gives you an opportunity to try a new approach.” Roger von Oech
“Success is getting up one more time than you fall down”