All Things Telesales

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Having an ego is all about wanting to be perceived as the best.

Ego is the inability to listen, act, or take direction because of pride.

Wanting to crush your goals and be great at what you do doesn’t have to come at the expense of everyone else. The ego-centric way of getting there is to put yourself on a pedestal and ignore everyone else and their opinions.

But the truth is this:

An unchecked ego can leave a career dead in its tracks.

Let’s break it down.

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This is a framework for achieving Absolute Certainty. 

You can overcome so many challenges by implementing this strategy. 

The 3 C’s are Confidence, Conviction, and Clarity. We’re going to break this down as a person, salesperson, and from the perspective of customers. 

By true definition:

• Confidence is the state of feeling certain about the truth of something.  
• Conviction is a firmly held belief or opinion. 
• Clarity is the quality of transparency or purity.

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Rob Liano is not only one of my best friends and mentors but he's a Telesales Trainer, Coach, and Consultant, Best Selling Author, Keynote Speaker,  Ready to Rock!

From Rob
If your sales force needs effective telesales strategies designed to qualify and close more sales, lower your CPA and gain more referrals, I can make it rain.

I never planned on getting into sales. I was a drummer with dreams of being a rockstar. Music was all I needed, well, until I realized I also needed to make money. To do so, I followed in my dad's footsteps taking a job selling vacuums, door to door. It sucked! Well, I sucked, because I didn't know what I was doing. But after attending the way too early 7:30 AM meetings, I learned sales skills and miraculously started to "drum up" business.

But I was a musician so it was just cash. I eventually went on tour and performed on TV and radio, and it was awesome! When the tour ended, the reality of having no income hit me. Basically, I went from signing autographs to signing bad checks and almost went bankrupt. Since sales was the only other career I was good at, I decided "I'm going back into sales."

That's when the love affair started. Through avid study, trial and error, and innovative thinking, my skills steadily improved. I discarded archaic tactics while cultivating insight that was simple, logical, and uncommonly effective. Serving prospects became euphoric to me.

And then the breakthrough happened!

My methodologies allowed me to change the face of insurance sales. I revolutionized an industry whose primary focus was product knowledge but lacked sales training. My modern telesales process became the catalyst to agents and agencies becoming multi-million-dollar producers. Those results inspired me to take the show on the road, branching out into all sales industries. 

They say I'm genuine, enthusiastic, and funny, I say I'm results-driven, and getting results is all that matters. Plus, I like to be center stage, so speaking and training is a natural fit. I'll even ditch the leather pants and wear a suit upon request. ; )

Are you ready to rock? Get in touch and let's chat.

At your service,

Rob Liano

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Jason Cutter is the Author of Selling With Authentic Persuasion and a Sales Success Architect & Keynote Speaker.

From Jason
“Your mandate is to ensure that if I want to double the number of sales, I don’t have to double the number of employees.”

That was the conversation with my boss, many years ago, as I was brought in to help create scalable systems.

To me, it was simple but wouldn’t be easy.

They were a B2C enrollment company helping consumers mitigate their debt.

When I began, we had 2 sales offices with 40 reps total.

Each office had a trainer that taught what they thought was best. One even made up his own script.

For every 10 people hired, maybe 2 were still there after 60 days.

Inbound leads went to whoever was available, independent of performance.

Only one metric was discussed: total sales for the day (# of leads, closing % wasn’t important to the sales managers – want more deals? Buy more leads)

Reps were promoted to Team Leads (assuming they knew how to help their team win)

No performance improvement process, structured coaching, support, documented accountability or consequences were in place.

My job became building systems, processes, and structures for each part of the sales operation.

Within 12 months, the sales team had:
• 100+ reps, across 4 offices (2 were offshore)
• Results-based recruiting process
• Revised compensation & accountability plan
• Structured New hire training program (built into an LMS), complete with testing
• Real-time performance-based inbound lead distribution
• Structured gamification program
• Progression plan for reps, based on results
• Structured sales rep skills coaching program
• Ongoing education program
• Leadership/management mentoring program

All this = Scalable Sales Operation

There were bumps along the way. I learned a lot about how to build scalable sales ops.

One key was that I instilled the mantra “Marry the Vision, Date the Strategy!” (which helped the team embrace change)

Now as a consultant, this is what I help guide companies to create.

Whether it is full-scale sales ops transformation, Authentic Persuasion training workshops and coaching for the reps and managers, or mentoring and mastermind programs for sales leaders to help them get their organization to the next level.

Want to find out if I can help you/your team and to get a copy of the Scalable Sales Success Iceberg & Checklist -
DM, email ([email protected]) or call/text me – (206) 234-1848

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Ari Galper is the World's #1 Authority on Trust-Based Selling | Author of "Unlock The Sales Game" & "The One Call Sale" | Featured in CEO Magazine, Forbes, CNN, SkyNews, Australian Financial Review

Ari Galper is the world's number one authority on trust-based selling and has been featured in CEO Magazine, Forbes, INC Magazine, SkyNews and the Australian Financial Review.

As trust becomes the most important currency in the new economy, the act of selling as a dehumanizing
experience, with endless “chasing” and multiple steps, has been completely re-invented and anchored in
the timeless values of integrity and trust through Trust-Based Selling.

In his best-selling book, "Unlock The Sales Game", Ari describes his revolutionary sales approach based on getting to the truth and why having a mindset of focusing on deep trust, instead of “the sale” – is ironically, 10 times more profitable.

His new book launching soon, "The One Call Sale", is set to completely disrupt the entire sales industry as we know it today.

“The One Call Sale” provides a simple road map for how to make the sale in one trust-based conversation.

No more chasing, no pressure and no closing.

Everything you learned about selling will be turned upside down.

If you're sales cycle forces you into multiple steps, having to "chase" your prospects by "following up", you've lost the sale at the beginning of your sales process, due to a lack of deep trust.

Ari is also the author of "Lessons From Toby", a special book about his son Toby who has Down Syndrome, who has made a major impact in Ari's approach to teaching authenticity and trust in his Trust-Based Selling approach, more about the book here: www.TobysBook.com.

Join Ari on his next "Stump The Guru" live streaming show (UnlockTheGame.com/StumpTheGuru) and ask him your toughest sales challenges (anything at all!).

Learn more at Unlockthegame.com. For media/podcast interview requests, contact Ari's assistant [email protected].

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Josh Cary is the Co-Founder of PodMAX | Podcast Host and Founder of Hidden Entrepreneur

From Josh
F That Noise! I help you remove that NOISE in your head through the same 5-step process (N.O.I.S.E.) I used to adjust the score; Fear: Zero. You: Won.

Mission: helping entrepreneurs 'unmask' themselves, and reach the level of success they so desperately crave.

GET TO KNOW ME AND MY STORY:

Today I am the Hidden Entrepreneur. That is because I spent 4 decades (yep, 40 years) hiding the best parts of myself. I showed up in every situation of life, personal, social, and business as the person I thought others expected me to be (good ol’ fashioned seeking approval).

I would HIDE my power. While also ignoring and resisting my skill, talent and ability that was desperately trying to surface. I wasn’t strong enough to allow it into the world. (Yet, ironically, I used all my strength to keep true ability at bay!)

So it remained hidden for years.

I allowed all others to help me perpetuate the false story and belief that I held as truth: That I am not valuable or capable, and nobody cares what I have to say or contribute.

That was my public persona. My private persona, alone and behind closed doors, secretly knew a different story.

I knew deep within myself that Josh Cary was very capable, very valuable, and had a great deal of power and skill to contribute.

But because I sold myself that false story for so long, I had no choice but to keep that version alive and continue to hide my power.

This dynamic created an ever-present emotion of anger, confusion, and frustration. I saw others doing the very things that I wanted to be doing. That I could be doing. That I should be doing. But I wasn’t doing.

Relationships suffered as I spiraled into despair and depression. I felt continually more and more isolated and disconnected from the world around me. And more disconnected from my true self.

Today, I work as a digital media and creative consultant, with the uncanny ability to bring the human side out of each person. And life now works a whole lot better.

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Kris Ward helps entrepreneurs stop working so hard! Create your W.I.N Team, (what is next) team using our signature 'Super Toolkits' to get you out of admin and more into creation. Learn her 60/40 WIN Formula!

From Kris Ward
➡️ 𝐖𝐇𝐀𝐓 𝐈 𝐃𝐎:
When I started as a marketing strategist 12 years ago, I worked INSANE hours. I was always in a rush. One day I almost electrocuted myself because I was going so fast. That’s when I realized something had to change. So I feverishly started to examine how I was running my business. Eventually, I went from 16-hour workdays today to 6! And the real big shock was how much more I got done!!!

I had turned it around and the results were amazing! And luckily I did because a few years after I have pulled away from my business when my husband was diagnosed with colon cancer. When I returned, after his passing, my business had not only survived but was thriving.

When the news about my husband became public, my clients were shocked. They had no idea of my absence. They kept asking me how I managed that? So they asked me to work with them under the capacity of team building and productivity. I had a new appreciation for the fragility of life and I believed your business should support your life not consume it.

And that’s how Win The Hour Win The Day was born.

➡️ 𝐖𝐇𝐎 𝐈 𝐖𝐎𝐑𝐊 𝐖𝐈𝐓𝐇:
-entrepreneurs
-coaches and trainers
-service-based industries who…
have been in business for 5 plus years and want to get more ideas to execution.

➡️ 𝐖𝐇𝐘 𝐈𝐓 𝐖𝐎𝐑𝐊𝐒:
Getting ideas to execution is what makes an entrepreneur successful. Most entrepreneurs spend most of their time trapped in the web of admin. When they should be in creation mode 60% of the time and in the admin mode 40% of the time.


➡️ 𝐖𝐇𝐀𝐓 𝐌𝐀𝐊𝐄𝐒 𝐔𝐒 𝐃𝐈𝐅𝐅𝐄𝐑𝐄𝐍𝐓:
You’ll find our strategies are…
easily implemented, creates BIG results, FAST!

We provide an easy-to-follow roadmap.
We help you prioritize for the fastest results.
We offer a step by step, NO FAIL process

Big Results, No fluff.

It’s a mixture of done with you and for you!

“You saved my life”
Jenny Clark

“Got 25 hours back a week, within the first month”
Michelle Abraham

“I instantly felt the relief”
Stephanie Gunther

➡️ 𝐇𝐎𝐖 𝐈𝐓 𝐖𝐎𝐑𝐊𝐒:
Reach out...and I’ll happily gift you a FREE Strategy Call!
(You’ll leave inspired and excited!)

☎️ READY TO TALK? Reach out to me directly here on LinkedIn,
email me at [email protected] or visit us at
https://www.winthehourwintheday.com
or call me direct at 905-231-1986

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Chaz Wolfe is a Sales Expert - Top Producer - former Sales Manager & Director for names like Frank Kern, Grant Cardone & HomeAdvisor.  He has coached sales professionals and business owners for 12 + years getting unbelievable results, changing the lives of his clients and mentees dramatically. In addition, he has been a multi-unit franchise owner for a decade with locations in multiple cities and states.

www.chazwolfe.com
https://www.linkedin.com/in/chaz-wolfe-86767054/

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Brian Bogert is a human behavior and performance coach who teaches clients to leverage self-awareness and intentionality to become the most authentic version of themselves: who they already are. Brian helps executives, entrepreneurs, athletes, and growth-minded individuals learn this transformative approach that cultivates perspective, motivation and direction to help them align their life with their true purpose and defy their own expectations. He teaches not just to accept change, but to embrace pain in order to avoid suffering.

Brian learned the wisdom of resiliency through his own early experiences with pain. When he was just seven years old, his left arm was detached in a vehicle accident. Throughout his childhood people often asked, “What happened to your arm?” They expected a sports injury or playground mishap—not the raw, painful truth that a truck tore it off. But instead of succumbing to suffering because of the injury, Brian fully recovered and flourished with a reattached arm, thanks to his persistent and proactive focus. He learned early how to move beyond what happened to him by creating an intentional mindset.

Brian has continued to develop mindful and actionable tools for growth in his personal and professional endeavors. Before moving full time to coaching peak performers and public speaking, he and his business partners led the Phoenix location of a global insurance brokerage firm, where in just a decade they grew the revenue from $250,000 to $15 million. Before that, he was a top earner as a sales professional and mentored new producers nationwide at a publicly traded brokerage firm. Brian has earned accolades as a top performer in the Southwest, and was named as one of “40 Under 40” in the Phoenix Business Journal for his innovative and dynamic leadership.

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