Elite training programmes for
telecom & ICT sales & lead generation teams
My unrivalled & specialist training programmes have been the driving force in creating some of the industry's most prolific sales professionals, sales & lead generation teams and multi award winning telecom organisations.
When you're wanting world-class, industry specific, trusted & respected telecom sales training programmes for new recruits & existing teams
...Look no further
Pick your programme
3 day - introduction to telecom sales training programme
2day - elite telecom sales skills refresher programme
3 day - introduction to telecom lead generation training programme
2 day - elite telecom lead generation skills refresher programme
Now is the ideal opportunity
to acquire the top talent
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unable to survive the pandemic, businesses across many sectors have had to make talented employees jobless due to closures and redundancies
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for those businesses looking to invest and add the very best talent to their sales teams, now is the perfect time with record numbers of qualified applicants per role
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telecoms is seen as a secure, growing and desirable industry to enter
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Now is the perfect time for me to train your new recruits
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i will take your rookie recruit from not being able to speak the 'telecom' language to understanding the technology and have the ability to sell your solutions within three days
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while social distancing measures are in place it is difficult for businesses to bring groups of new recruits and trained employees together
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zoom / ms teams are not conducive for 'buddying up' trainees with experienced team members easily
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with hotel conference facilities still under strict restrictions, there are very limited, if any, other specialised telecom sales training programmes available for online learning
Introduction to telecom sales
whether your new recruit is new to sales, new to telecoms or both, this specialist & intensive three day LIVE TRAINING programme will ensure they are equipped not only with elite sales techniques & strategies, but crucial expert industry knowledge required to kick start their career in telecom sales
Telecom sales refresher programme
for those who are already in, and have experience within the telecoms/ICT industry this elite and one-of-a-kind programme is perfect for those wanting to refresh their sales, psychology and persuasion techniques and strategies
What your team will learn?
the content | details | strategies | techniques
Day One
welcome to telecoms
**introduction to telecoms programme only
The History & Future of Telecommunications
A brief look into the fascinating history from the controversial invention of the telephone to the first manned exchanges, the migration towards digital to the integration of computers. We look at how they have all shaped where we are today and allowing us an insight into where telecommunications is heading and what that means for the industry.
Understanding the language of Telecoms & ICT
Let's face it, for anyone new coming into this industry the amount of technical jargon, acronyms and geek speak can be overwhelming if not totally off putting. Having come from a technical background and with both sales and engineering experience I will completely take away the myth and illusion surrounding the industry enabling your new recruits to speak the telecoms language.
PABX vs Hosted vs Cloud
In this module we look at the Pros, Cons and Differences between system technologies identifying what a prospect might have and what solution is best for them now and in the future.
Solution Features & Benefits
It's one thing being able to speak the language and understanding what the acronyms mean, but it's a whole different ball game having the ability and expert know how in presenting this to prospects and existing customers.
​Examples include: Call management | Video Conferencing | Call & Video Recording | Computer Telephony Integration | Call Analytics | On Hold Marketing | Analogue vs ISDN vs SIP
Communications - at the heart of every business
​Looking at a whole array of different sized businesses, industries and situations your new recruits will be required to take their newfound knowledge, place and justify what feature benefits are relevant to which type of company.
World Class Communications
Being a telecoms sales professional is unlike selling in most other industries because what we do affects and impacts every company department, team and individual. For this reason, we are less salespeople but more like 'business consultants'. In this module, we look at how a world class communications solution can impact a companies efficiency, productivity, customer service levels, customer perception and profitability.
Day Two
fundamentals of
telecoms sales
​
**included in both introduction & refresher programmes
Mindset Mastery
Without the right mindset, you might as well give up. During this incredible module, I will show and give your team the vital strategies to have the mindset of an elite sales legend. They'll discover how to create unwavering motivation, how to create strategic confidence and how to attain untold energy even when things get tough. I will detail how to measure true performance over and above conversion rates and profit levels, how to constantly replicate your sales successes and how to always be on your game!
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The Importance of Preparation
Understanding the prospect and existing customer before meeting with them has never been more critical and, in many ways easier to do. Knowing in advance what trade associations they are members of, what specialist software packages are used throughout their specific industry and being able to speak their language is a crucial element in becoming the 'Must Have' company to do business with.
Superior Prospecting
Social media platforms have become the new and improved data lists and yellow pages of old. Understanding how to sell and prospect effectively and profitably using social media is an absolute must in today's digital world. Learn how to connect with new prospects, how to engage in meaningful conversations and how to separate your posts and requests from everyone else. Did you know that Linkedin gives you a rating based on your social selling ability? A low score reduces how far your posts reach and severely reduces engagement levels?!
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Building a Persuasive Persona
Tradition tells us that 'you only get one chance to make a good impression' and 'people buy from people'. By adopting this logic, then the ‘Opening’ of a sale is immeasurably more important than the traditional ‘Close’. So why isn't creating a persuasive persona and building brand 'YOU' one of the first things you learn in sales? You will discover what it 'actually' takes to be a person others are compelled to buy from and how to create a persuasive, infectious and influential persona.
The Psychology of Buying
Your team will get a fascinating insight as to what compels you, me and your prospects to make buying decisions. We'd all like to think we make our own decisions; however, the research proves this to be totally wrong! Taking the form of different buying scenarios, your team will learn more on this subject in 2 hours than in 20 years of sales experience and traditional sales training techniques.
The Fundamentals of Sales Psychology, Influence and Persuasion
Grounded in Psychology and Scientifically proven, the fundamentals of influence & persuasion are a crucial key to ensure your team have an in-depth understanding of how their prospects think, how they act and the processes they use to make a good buying decisions. Why? Because human nature never changes!
The Critical Keys for Successful Remote Selling
Selling and presenting using platforms such as ZOOM and MS Team is a totally different and often overlooked skill than selling face to face. This is a module your teams cannot afford to miss out on because selling and presenting remotely is here to stay! Presenting on screen is a different art form than when presenting in person. Body language is restricted into a narrow field of view, so a different posture has to be adopted, eye contact is limited as you can't look at the screen and camera at the same time, expert questioning strategies are critical, not only for the answers but to ensure the control and direction of the meeting. Then there's the deadly curse of ALL remote meetings! Not listening and over talking! (Sorry, you go. No, it's fine, you go) Remote meetings are the 'Nemesis' of the 'talk, talk, talk, never listens' type salesperson! Prospects don't have to put up with it remotely and can simply press the button marked, leave! [This is by far and away the most requested training module of any programme I deliver]
Day Three
elite telecoms sales strategies
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**included in both introduction & refresher programmes
The Art of Persuasive Storytelling
- [Feature Benefit Selling]
Isn't it fascinating that we all can recall in great detail fairy tales and stories from our childhood, but yet we often struggle with remembering what we did yesterday? What is it about the construction of a well-told story that makes them so appealing for our brains to keep hold of and retain every last detail? What if your sales presentations were remembered by everyone who ever heard it and was re-told to others containing every little detail? Get this right, and your sales presentation becomes the stuff of legends!
Elite & Unique Questioning Techniques
We all know through sales psychology that buying decisions are based purely on emotions and then justified with logic, right? Why then are we listening and then taking action based on prospects logical answers?
I will share with you two totally unique questioning techniques that will ensure you and your team always get the answers you desire and always uncover those normally hidden and non-verbalised objections.
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Eradicating Buying Objections - Omega Strategies
Omega Strategies - Pioneered and invented by one of my good friends and mentor, Dr Eric Knowles, for the first time you and your team will have an exact understanding of what, how and when a prospect has buying resistance. You'll understand what type of resistance they are experiencing and how to eradicate it before asking for the order ensuring you never have to hear NO! Knowing these critical strategies will put your team literally decades ahead of the competition who are still using 40 year old sales methods.
Role Projection Mastery- Gaining Compliance
Disclaimer: Role projection is quite simply the most profitable, persuasive, life-changing and unique strategy you and your team will ever be privy to. Statistically, it has single-handedly reduced ‘I want to think about it’ by over 40% for clients who have employed the utterly compelling strategy and piece of human behaviour. Is it possible to have others 'play' a role for you that you have designed and given to them? Do we actually make our own decisions, or are we simply the product of the roles others have given us to play? I guarantee your team will be glued to their seats and listening to every word of this totally unique strategy.
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Legendary Closing Strategies
With over two years of research, recorded results and scientific proof, you and your teams will not only be exposed to Gary's unique closing strategies but one of the most successful closing methods ever created! This is something every sales team would love to acquire!
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Prospect Chasing Elimination
Having to chase prospects for a decision, another meeting or signed paperwork is a job role in itself. What if I told you that how you've been trained to chase prospects is actually causing them to say no! Once a prospect has everything they need, they will revert to their timeframe and agenda, not yours. I will show you how by using two proven psychological principles, you can reverse the process and have prospects chasing you!
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Selling to Groups & Controlling the Meeting
-Face-to-Face & Remote Selling
Understanding group dynamics, who influences who, and when to communicate with each person are skills often overlooked by traditional sales training but are vital for any salesperson. Having the skills, confidence and knowledge of where to stand, how to field questions and how to spot audience buy-in, interest and boredom are critical to the meeting outcome. With multiple participants in a meeting, it is crucial you understand how to use their existing relationship to aid you in any sales process. Get a NO from the wrong person, and this will invariably influence the entire table! [It isn’t the person who you would think is the most dangerous]
What's other have said
What's the investment?
Who's it for | what's included | how it works
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Three Day - Introduction to Telecom Sales Programme
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Day One - Welcome to Telecoms
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Day Two - Fundamentals of Telecom Sales
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Day Three - Elite Strategies for Telecom Sales
Who should attend?
The programme has been designed for those with little to no sales experience or who are moving into telecoms from another industry.
Sales Professionals entering the industry/New Sales professionals/Graduates
What's included?
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Full supporting documentation
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You'll get a detailed programme assessment, analysis & feedback for each trainee
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Three Months of Email Support
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3 x 30 minute 1-2-1 Video Support Sessions
What's the Investment?
only £595 per person
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Two Day - Telecom Sales Refresher Programme
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Day One - Fundamentals of Telecom Sales
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Day Two - Elite Strategies for Telecom Sales
Who should attend?
The programme is designed for those with who are already in the telecoms/ICT arena and understand the terminology.
Sales Professionals/Sales Managers/Sales Directors/ Business Development Managers/Account Managers
What's included?
-
Full supporting documentation
-
You'll get a detailed programme assessment, analysis & feedback for each trainee
-
Three Months of Email Support
-
3 x monthly 30 minute 1-2-1 Video Support Sessions
What's the Investment?
only £495 per person
Introduction to telecom lead generation
created for those new to telecoms, the 'introduction to telecom lead generation programme' is a highly specialised and intensive programme designed for those responsible and tasked with generating new business leads, telemarketing and appointment setting. I am convinced there isn't a better or more focussed telecom lead generation training programme out there!
Telecom lead generation refresher
specifically designed for those in the telecoms & ICT industries, the lead generation refresher is a specialist programme designed for those responsible and tasked with generating new business leads, telemarketing and appointment setting.
delivered, coached and supported by me personally, your team will have access to the most profitable and unique strategies found anywhere in the industry
What will your team learn?
the content | details | strategies | techniques
Day One
welcome to telecom lead generation
**introduction to telecoms lead generation programme only
The History & Future of Telecommunications
A brief look into the fascinating history from the controversial invention of the telephone to the first manned exchanges, the migration towards digital to the integration of computers. We look at how they have all shaped where we are today and allowing us an insight into where telecommunications is heading and what that means for the industry.
Understanding the language of Telecoms & ICT
Let's face it, for anyone new coming into this industry the amount of technical jargon, acronyms and geek speak can be overwhelming if not totally off putting. Having come from a technical background and with both sales and engineering experience I will completely take away the myth and illusion surrounding the industry enabling your new recruits to speak the telecoms language.
PABX vs Hosted vs Cloud
In this module we look at the Pros, Cons and Differences between system technologies identifying what a prospect might have and what solution is best for them now and in the future.
Solution Features & Benefits
It's one thing being able to speak the language and understanding what the acronyms mean, but it's a whole different ball game having the ability and expert know how in presenting this to prospects and existing customers.
​Examples include: Call management | Video Conferencing | Call & Video Recording | Computer Telephony Integration | Call Analytics | On Hold Marketing | Analogue vs ISDN vs SIP
Communications - at the heart of every business
​Looking at a whole array of different sized businesses, industries and situations your new recruits will be required to take their newfound knowledge, place and justify what feature benefits are relevant to which type of company.
World Class Communications
Being a telecoms sales professional is unlike selling in most other industries because what we do affects and impacts every company department, team and individual. For this reason, we are less salespeople but more like 'business consultants'. In this module, we look at how a world class communications solution can impact a companies efficiency, productivity, customer service levels, customer perception and profitability.
Day Two
fundamentals of
telecoms lead generation
​
**included in both introduction & refresher programmes
The monumental importance of your role
Unfortunately, when asked, those in the positions of a lead generator, telemarketer, telesales, or appointment setter will be of the opinion that their position is towards the bottom of the company ladder. In reality, their roles are critical to the prosperity of any telecom business. Without having legendary lead generators, there are NO appointments made, NO opportunities to sell, NO profits, and ultimately NO lasting future for the business!
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Mindset mastery
If you've done it, then you'll know! Lead generation and appointment setting are, without doubt, some of the hardest job roles within any organisation. Without the right mindset, it becomes all the more difficult, and for some, impossible. During this incredible module, I will share with your team simple mindset techniques, ensuring you have the right mindset for success. They will discover how to create unwavering motivation, how to strategically create confidence and how to keep energy levels high even when things get tough. I will detail how to measure your true performance over and above the number of calls, talk time etc, how to get yourself prepared for every single call and how to always be on top of your game!
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Art of social prospecting
Have your team unlock monumental opportunities by understanding and implementing social prospecting strategies. In this vital module, your team will be exposed to how to search for their ideal prospect using boolean search terms, how to connect to people without offending or annoying them and how to create conversations that don't frustrate or repel prospects.
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It's never what you say - The Psychology of Tonality
The understanding and mastery of tonality is the single biggest cause of someone being a success or utter failure in these roles. Learning the psychology of tonality will identify the three types of tonality and describe how using the wrong one on just a single word will be the cause of calls failing. (KEY POINT: Without knowing about and mastering this one module, I can guarantee everything else will suffer and your team will not get the results you and they desire)
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Business leader insights - How they spot a cold call
Throughout my career, I have had the privilege of being consulted and working alongside some of the most talented and successful business leaders across 28 countries. What's the advantage of this? By questioning these elite leaders about their thoughts, frustrations and how they detect a sales call, I can now give your teams these incredible insights that many others, including your competitors, don't have and will never know!
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Unique gatekeeper strategies
You could be the world's best lead generator, however, fail to get past the Gatekeeper, and you'll never have an opportunity to speak with the right person and therefore generate leads. What you will NOT find here are the same old techniques known by everyone else, used by your competitors and which can be found easily on numerous websites and existing publications. What you will find are completely unique approaches to gatekeeping utilising the laws of persuasion combined with the psychology of decision making.
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The missing key - the secret to elite lead generation
What has been proven to be the most persuasive quality when selling to another person but is absent from the majority of sales and lead generation calls? Empathy! In this module, I show your team how to build empathy into each and every call, ensuring you build an instant rapport and differentiate your calls from the thousands of others. Previous clients have seen prospect compliance increase by over 300% with this single strategy.
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Permission granted
This one unique 'Gary May' strategy is responsible for increasing prospect call conversion rates from 3% to 37% within just two days! Never have I designed, researched and proven a strategy that has such a monumental effect on performance and sales results. This totally unique approach will give you and your team something that up until now has eluded even the very best telephone sales professionals, ‘Prospects giving YOU permission and asking you to carry on and present to them'.
Day Three
elite telecoms lead generation strategies
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**included in both introduction & refresher programmes
Persuasive questioning strategies
Your team will discover two totally unique and persuasive forms of questioning that ensures they not only know the answers before they’ve asked the question, but also keep full control of the conversation and uncover hidden objections that would otherwise result in them hearing NO.
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Telecom & ICT specific Elite feature benefit pitching
Telecoms & ICT are littered with acronyms, technical terms and complicated jargon that even those in the industry can often struggle with! Coming directly from the latest buying psychology and consumer behaviour research, your team will learn the processes and methods required for your prospects to instantly buy-in to your solution. All the research studies show that your prospects and existing clients brains have to receive information in a specific way, and in a dedicated order for them to see the true value of your proposition, take action and make a good buying decision.
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Objection mastery
Consumer and buying psychology proves that prospects sales objections are the result of them experiencing either, resistance, reactance or inertia but how many salespeople understand this? Answer, virtually none. Knowing why and what causes a prospect objection means you can overcome it before it even exists. Pioneered by my good friend and mentor Dr Eric Knowles, Author of - Omega Strategies, I will take take your team through each type of buying objection and provide them with the knowledge and exacting strategies to overcome each of them.
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Legendary closing
"...As soon as this closing strategy is published, I am utterly convinced it will be adopted by every known lead generation & telemarketing team. It's that good!!!" Gary
When I work with your team, I will tell them the exact same thing. Not only is my closing strategy unique, but it is the crowning glory of over two years worth of research and collated results. With a success rate of 97.7% never will your team have heard, or used, a strategy that will outperform what I will share with them!
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Cancellation Eradication
I get it! Booking an appointment, securing an order or receiving the necessary paperwork on the telephone is super tough! However, what's even tougher is having all your hard word disappear when a prospect or customer decides to cancel! In this critical module, I will show your team an exacting step-by-step formula to eradicate cancellations, keep prospect interest levels high and have them looking forward to working or meeting with you.
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Maximum compliance & unrivalled loyalty
Securing the order, setting an appointment or receiving the paperwork is only the beginning. What if you need to arrange another meeting, locate missing documents or have an up or cross-selling proposition? Previous clients who have implemented my maximum compliance model have produced increased compliance levels and upselling results by 378% against their previous two years figures!
What's other have said
What's the investment?
Who's it for | what's included | how it works
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Three Day - Introduction to Telecoms Lead Generation Programme
-
Day One - Welcome to Telecoms
-
Day Two - Fundamentals of Telecom Lead Generation
-
Day Three - Elite Strategies for Telecom Lead Generation
Who should attend?
The programme has been designed for those with little to no sales experience or who are moving into telecoms from another industry.
Telemarketers from outside telecoms/Graduates/Career changers/New to Sales
What's included?
-
Full supporting documentation
-
You'll get a detailed programme assessment, analysis & feedback for each trainee
-
Three Months of Email Support
-
3 x 30 minute 1-2-1 Video Support Sessions
What's the Investment?
only £495 per person
.png)
Two Day - Telecom Lead Generation Refresher Programme
-
Day One - Fundamentals of Telecom Lead Generation
-
Day Two - Elite Strategies for Telecom Lead Generation
Who should attend?
The programme is designed for those with who are already in the telecoms/ICT arena and understand the terminology.
Telemarketers/Telemarketing Managers/Appointment Setters/Telesales/Lead Generators/Call Centre Agents
What's included?
-
Full supporting documentation
-
You'll get a detailed programme assessment, analysis & feedback for each trainee
-
Three Months of Email Support
-
3 x monthly 30 minute 1-2-1 Video Support Sessions
What's the Investment?
only £395 per person
82 Client Nominations & 44 Category Winning at
National Telecom Industry Awards
(2016 - 2020)
