A good telesales role can pay you while it teaches you how a business wins customers and earns revenue. Sales happens at the point where a customer decides to spend money. That puts a salesperson in direct contact with the questions that every business must answer. What do customers want? What makes an offer useful? […]

A prospect asks for another call on Thursday. Thursday arrives, so the salesperson opens the record, dials the number, and reminds the prospect who they are. From there, many callers restart the presentation they delivered the week before. They repeat the benefits, explain the features again, and remind the prospect why the offer is good. […]

Most outbound calls are not first conversations. The names on a prospect list have usually reached it because something happened earlier, and the company recorded what was said at the time. That record is a handover. It carries the reason for the call, the product that was discussed, the price that was quoted, the objection […]

One of the easiest ways to lose a warm prospect is to solve a problem they have not agreed they have. The prospect answers, confirms that they asked for information, and gives the rep permission to continue. Within ninety seconds, the rep is explaining the offer. The prospect listens, asks about the price, and says […]

Month-end, three years ago. My manager, Ruan, pulled a chair up to my desk and asked to see my pipeline. I was feeling good about it. I had 31 leads sitting in a column I'd named "callback: thinking", and I told him what I told myself every week. These leads were warm, they liked the […]

Every closer knows the sound of a prospect who wants it. Their questions change. They stop asking whether the offer could work and start asking what happens next. They picture the outcome. Their voice lifts. The emotional sale has happened. Then the call ends. The prospect is alone with the price, the risk, and the […]

Most sales training starts in the wrong place... It studies the words that happen after the buyer joins the call, while the more immediate problem is the condition of the person saying them. High-ticket selling puts a rep through repeated emotional resets all day long. The same closer can be patient at 9:00, rushed by […]

A prospect can register with a company and still answer the phone with their guard up. Anyone who has listened to enough outbound calls has heard it. The prospect answers, hears the company name, and their tone changes. They may say, “I only filled in the form to see what it was about,” or, “I’m […]

I was working hard and still missing targets. I knew the script. The offer was known to me. But the calls kept dying in places I could not explain. Then my manager, Mark, pulled me into a side room with a laptop. He said little. He just hit play on three of my calls, one […]

The first time someone showed me what a reframe actually was, they did it without saying a word. I was 45 seconds into a call. The prospect had just said £1,000 was a lot of money, and I was already inhaling to push back. Anthony, who worked at the desk behind mine, reached across and […]