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      "body": "Understand - Prepare and take action\n\nCold calling is not about opening the phone book anymore and calling anyone and by luck just seeing what happens, maybe this was the case in the 80s, but trust me, this is most certainly not the case today.\n\nSo for those of you that believe that you need to change what you are currently doing in order to improve your results the best advice I can give is Change Now not tomorrow.\n\nCold calling is about figuring out who is your target audience and then calling them NOW not tomorrow because by then your competition has already got their business.\n\nHave a script, be prepared; your script is your map to success and growth. It also helps to keep you focused when the objections and nerves set in and trust me the nerves will be minimal.\n\nBefore you dial practice, practice and practice some more but then TAKE ACTION.\n\nYou won’t have to worry about what you’re going to say because you’ve already written your script and you’ve practiced it.\n\nCold calling is to escape obscurity and gain familiarity.\n\nYou’ve got to be willing to keep calling people back, again and again, until you reach them and never let no answers or rejection deter you from your purpose.![Diamond SAles cover.jpg](https://steemitimages.com/DQmbHrTATtfaLT3gu1bbvffMpcwXBcHJRzXTSwZS2BzeUwT/Diamond%20SAles%20cover.jpg)",
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      "body": "Before anyone can effectively make a cold call YOU have to know a few key basics.\n\nYou have to be in the right head space (No fears or doubts - No limiting beliefs)\nYou have to be absolutely clear about what is it you want to achieve per call.\nYou have to understand the WHY? Why is it important to YOU that you close the call ?\nYou have to realize what closing the call means to you financially ?\nThe Psychology of the customer\nThe customer is going to be the person that is going to be saying NO to you the majority of the time that you spend on every single call. Its important to understand a few reasons why that keeps happening.\n\nAsk yourself\nWhat does the customer need to hear to be closed ?\nHow does the customer need to feel to be closed?\nWhy do you get so many objections per call? In most cases only 1 to 2 are real out of say the 10 objections an agent gets per call, Why ?\nIf you examine the above points and come up with at least 5 answers per question then you will see a big difference in how your calls are now negotiated with increased ease, confidence and you will be holding on to more calls and achieving a higher closing ratio. \n\nLanguage is King \nWhen handling objections stay in rapport by using the right language. With telephone sales we need to listen carefully to exactly what is being said to us.\n\nIf the objection is \"No thanks not right now\" that's three objections. Is it no thanks to the call ? or is it the wrong time for the call ? or the wrong time to buy the product ? Only when we lift the lid on any of the three objections and (unpack the box) and really understand which objection is real for the customer, plus why they believe it is real for them, only then can you really and truly communicate from a place of authority.\nSome telemarketers today\n\nwould have handled that objection as only one objection and just carried on talking believing they have answered it only to get frustrated when they don't close the call.\nYou will close more calls when you talk in their language thereby making them fell more comfortable and in control of the call. \n\nSo be aware of what your hearing within the objection that you are receiving. If the customer says \"I don't feel its right for us at this time\" you wouldn't want to respond with \"I hear what your saying\" or \"lets see if ......\" . \n\nIf you responded in this way then as far as the brain is concerned you may as well be speaking a different language. The customer is using the word feel that's telling you that they prefer communicating and making decisions based on how they feel about xyz NOT on how it sounds to them (= the word hear) or how it looks to them (= the word see) which are the two above options we chose earlier.\n\nWhat we could have said to stay in rapport and talk in the same language as the customer is something like this, \"if it was the right time would you feel happier looking at our products\"? if you got a YES at this stage then you could cement even further with \"great the other reason for the call was to very quickly walk you through the benefits of  xyz\". So (Walk = to place the foot down in other words to touch and feel)\n\nWhen your communicating at this level you are being twice as effective by communicating to the conscious mind as well as the unconscious mind which of course drives all human behavior especially making a purchase.\n\n\nClosing is not difficult but speaking the same language helps.",
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      "body": "Having the correct and necessary mind – set is something which is most certainly overlooked when teaching people to effectively make outbound sales calls.\n\nJust teaching them how to deliver a script with the right tonality and handle objections is simply not enough.\n\nIt’s like teaching an athlete how to run the race without coaching them on the skills required to continue through a lot of rejection, tiredness, losses, concentration and frustrations.\n\nIt’s easy to say keep going be assertive don’t let it bother you and so on but how exactly do you do that?\n\nWhat approaching attitude do you need to bring to the table to deliver a polished and confident sales dialogue with enthusiasm after working the phones for 6 hours for no results?\n\nHow do you best educate a new person to telephone sales that it is of great importance that they become aware and master these principles?\n\nBecause without these principles they won’t last on your team either through the managers choice or their own, and this is what needs to be eradicated in this industry once and for all.\n\nEducating and coaching individuals in the realities of cold calling is one of the first topics that should be taught on the training platform.\n\nHelping them develop a sensory acuity of their own actions, behavior![Diamond SAles cover.jpg](https://steemitimages.com/DQmbHrTATtfaLT3gu1bbvffMpcwXBcHJRzXTSwZS2BzeUwT/Diamond%20SAles%20cover.jpg), doubts and frustrations is also incredibly important.\n\nBeing aware of unmotivated thoughts and actions brought on by the nature of the job, and not the internal thoughts of the caller beating themselves up is a very important skill to possess and a very important difference to become aware of and appreciate.\n\n\n\nUsing this skill will help you become more efficient in staying in a peak state which is required.\n\nCoaching the correct and necessary mind – set of an outbound telephone sales professional is an absolute must for the success of the individual, team and business. Don’t overlook it.",
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      "body": "“If you don’t ask for the order then get out of sales.”\n\n“Be assertive, don’t be aggressive.”\n\n\"Failure only happens when you do not try!\"\n\n“If you didn’t make a sale, ask your self, “What did I learn from this call and how can I use this information for future telephone calls?”\n\nNo” is never permanent.\n\n![Diamond SAles cover.jpg](https://steemitimages.com/DQmbHrTATtfaLT3gu1bbvffMpcwXBcHJRzXTSwZS2BzeUwT/Diamond%20SAles%20cover.jpg)",
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      "body": "This post is just a little preview in who we are and what we do.\n\nI have worked with call centers and telesales rooms in both the U.K and Spain. I help to improve not only the individual’s performance but the teams overall success and productivity and thus improving the company's profits and helping the same company promote itself as a great employer and developer of people and teams within its organisation.\nDiamond Sales Coaching provides a unique learning and coaching platform to increase your selling potential in today's fast moving world. Diamond Sales Coaching brings together many advanced telephone sales strategies as well as brilliant basic skill training workbooks for anyone just starting out in telephone sales. If you're looking to increase your sales and your teams performance Diamond Sales Coaching has the coaching solutions for you.\n\nWe offer :-\n\nPersonal one to one coaching.\nGroup training.\nTeam performance coaching\nPersonal Study Workbooks \nThink Tank Conferences specifically aimed towards sales professionals \n\nI studied human needs psychology, applied psychology and body language science to help understand more about the human mind and why some people fail and some succeed and also what influences peoples buying decisions and how to increase the chances of succeeding at establishing rapport within seconds of first meeting or talking to someone.\n\nI now combine my 25 years direct selling experience in telephone sales with my qualifications in personal development, coaching and applied psychology to achieve results.\n\nI have also written and published a book named 'Don't pitch, Close!' and also two audio books called 'The psychology of cold calling' and 'I want more leads I will show you how.' All available from Amazon.co.uk",
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