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Category: Inner Game

It’s all in the head

June 19, 2010
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| Categories: Inner Game, Telesales

Today I've been helping some sales people learn how to pick up the phone and call new customers. Sounds pretty easy really but as soon I mentioned they were going to be phoning people who weren't expecting their call, they froze.  You could visibly see the fear in their eyes. It's all in the head. We know why this happens because we continually take calls from people trying to sell us something and most of us don't like it. It's only natural to want to be liked by people and…

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A very impressive Cold Call

June 6, 2010
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| Categories: Business to Business, Inner Game, Prospecting, Telesales

This morning I happened to be particularly busy, lots of "to do" jobs, some deadlines, challenges to consider and a few calls from clients expected. Then the office phone rang. It wasn't the client I was expecting; it was Bob from a local stationery supplier.  Bob was impressive, I mean good, real, genuine and his call worked. The odd thing is that I normally give cold callers a Paul Archer bark as soon as I get the "Is that Mr Archer?" or the ubiquitous "Is it convenient to call?" No,…

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Fly in the Pan

May 8, 2010
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| Categories: Business to Business, Business to Consumer, Customer Care, Inner Game, Sales Coaching, Telesales

Having two early teenage boys faces us with a major problem.  No, its not mood swings, empty fridges or Pizza complexions...no, its missing the toilet pan. Boys are just bad aimers, if you see what I'm saying.  Quite frankly, this is a man thing not just teenagers. We tried everything.  Telling them, encouraging them, shouting at them, rewarding them and nothing improved the situation. Until we bought a packet of fly stickers and stuck one to the pan just like this. And the amazing thing.  It worked.  No more missing,…

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