Specialised Online Training & Coaching Programmes for Telecoms/ICT
84 Client Nominations & 42 Category Winning at National Telecom Industry Awards
(2016 - 2020)
Telecom Lead Generation Acceleration - Online
6 week online training, coaching & mentoring programme for Lead Generators/Telemarketers/Appointment Setters
Without a doubt, not only is generating new business leads essential to sustained business growth, but it happens to be one of the difficult disciplines within any Telecoms business. Over a period of 6 weeks, your team will be trained, coached and mentored by me personally ensuring they have the very best and industry specific strategies, techniques and training to consistently perform at an elite level.
Telecom Elite Sales Mastery - Online
6 Weeks training & mentoring programme for Sales, Account Management & Business Development
Inside my world-class and signature programme for 6 weeks you're teams will be exposed to the very latest, award-winning and proven sales, psychology, negotiation, persuasion and body-language strategies explicitly designed for those the Telecom/ICT industries.
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"Prospects are professional non-buyers!
They know how to prevent you from selling or booking an appointment because they teach their own teams the very same sales methods!" Gary
Telecom Lead Generation Acceleration - Online
Programme overview
Specifically designed for those in the Telecoms, ICT and Mobile industries, the Lead Generation Accelerator 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 in the industry and which have been responsible for creating some of the most prolific and award-winning Telecom sales organisations anywhere. Gary
Support & Coaching Additions
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#2 - Before the Programme Start Date
On gaining access to the private Facebook group, each member will be required to complete and submit an 'Induction Form'. The form is designed for me to understand their current skills, performance levels, challenges and programme expectations.
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#4 - Programme Progress Reporting
Each training module is closely monitored and reported back you to. This ensures the programme attendees have not only watched the training but have completed the necessary exercises and tasks.
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#6 - Call Assessment & Feedback
Without a doubt, this is one of the most valuable aspects of the supported programme for both you, your team and business. Your team members are invited to send their call records to me directly to be assessed with comments and adjustments fed back on to ensure understanding, implementation and progress.
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#8 - High Impact Accountability
The success of the programme is 100% dependant on your team's understanding and implementation of the material delivered. Every week they will be set a short exercise in order to monitor progression which once completed will require them to send back to me directly.
[For the integrity of the programme, I operated a three strike policy for those who fail to complete the tasks set.]
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#1 - Programme Enrolment
Once you enrol one of your team members, they will be sent a link to join a private Facebook group.
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#3 - Monday Training & Coaching
For 6 weeks, every Monday morning programme attendees will receive notification that their latest live or video training plus full documentation has been added to the private group.
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#5 - Friday Live Group Support and Implementation Sessions
Every Friday your team members will have the opportunity to work with me directly. Together we will work on their individual challenges, performance levels, implementation troubles and lead generation pitches.
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#7 - Unlimited Email & In-Group Support
Of course, there will be times when a team member has a question, query or just requires clarification. Whether it's questioning, objection handling, feature benefits or closing, I want to ensure that if there is a concern, they have the opportunity to get the answers from me directly. On joining the programme, your team will receive a private group support email address.
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Here's how it works
What's covered?
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)
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.
Business leader insights
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!
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.
The one thing missing
What has been proven to be the most persuasive quality when selling to another person but yet is absent from the majority of sales and lead generation calls? Empathy! In this module, I show you how to build empathy into each and every call, ensuring you build 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.
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'.
Telecom & ICT specific Elite feature benefit pitching
Telecoms, ICT & the Mobile industries 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, you will learn the processes and methods required for your prospects to instantly buy-in to the features and benefits of 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.
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 May
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!
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.
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.
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!
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's NO appointment made, NO opportunities to sell, NO profits, and ultimately NO lasting future for the business!
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.
Mindset mastery
If you've done it, then you'll know! Selling, 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!
What's the cost?
Telecom Lead Generation Acceleration
- Fully Supported Programme
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Very Limited Group Size
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Private Facebook Group
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12 x Weekly Exclusive Video/Live Training Sessions
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12 x Supporting Training Documentation
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Weekly 'LIVE' Support & Implementation Sessions
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Private Group Support Email
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Unlimited Email & In-Group Support
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Exclusive Call Listening Assessment & Feedback [Subject to NDA]
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Personal 121 Coaching & Mentoring [by request]
What others have said
Elite Telecom Sales Mastery
Programme overview
2021 has been a year of changes, adaptations and the adoption of different working practices.
Specifically designed for those in the Telecoms, ICT and Mobile industries, the Telecom Elite Sales Mastery is a highly specialised and Telecom/ICT industry specific programme. Designed for those responsible and tasked with securing new business sales, creating prospecting opportunities and creating upselling and cross-selling opportunities, I am convinced there isn't a better or more focussed training programme out there!
Delivered, coached and supported by me personally, your team will have access to the most profitable and unique strategies found not just in telecoms but in any industry. Unlike typical generic sales trainers, what gives me an advantage and therefore your team's buy-in is that I am able to speak the language, I understand the technology and know exactly what it takes to consistently perform at an elite sales level within this specialised marketplace. Your team will be exposed the very same strategies, techniques and models which have been responsible for creating some of the most prolific and award-winning Telecom sales organisations.
Here's what is included
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High-impact accountability and weekly check-ins to make sure you do what you said you would
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A private members area so you get access to coaching and training
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Access to all the trainings via both MP3 and video, so you can listen back at any time for inspiration, direction & motivation
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8 world-class sales, influence, persuasion and body language strategies that nobody outside my programmes have access to
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Life-time access to all supporting documentation
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Elite implementation strategies to ensure you can use and benefit from the training instantly
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Unlimited email access to me personally to ask questions, queries or suggestions
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Weekly 'LIVE' unlimited Q&A and strategy sessions with me personally (no stand ins, no substitute teachers)
Support & Coaching Additions
​
#2 - Before the Programme Start Date
On gaining access to the private Facebook group, each member will be required to complete and submit an 'Induction Form'. The form is designed for me to understand their current skills, performance levels, challenges and programme expectations.
​
​
​
#4 - Programme Progress Reporting
Each training module is closely monitored and reported back you to. This ensures your sales team members have not only watched the training but have completed the necessary exercises and short task where applicable.
​
​
​
#6 - Recorded Remote Sales Assessment & Feedback
Without a doubt, this is one of the most valuable aspects of the supported programme for both you, your team and the business. Group members are invited to send me their recorded remote sales presentations directly to be assessed, commented on with tailored feedback to ensure understanding, implementation and ongoing progress.
​
​
​
​
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​
#8 - High Impact Accountability
The success of the programme is 100% dependant on the understanding and implementation of the material delivered. Every week your team will be set a short exercise in order to monitor progression which once completed will require them to send back to me directly.
[For the integrity of the programme, I operated a three strike policy for those who fail to complete the tasks set.]
​
​
​
​
​
#1 - Programme Enrolment
Once you enrol your team members, they will be sent a link to join a private Facebook group.
​
#3 - Monday Training & Coaching
For 6 weeks, every Monday morning programme attendees will receive notification that their latest Exclusive Telecom training video or live coaching, (plus full documentation) has been added to the private group.
​
​
#5 - Friday Live Support and Implementation Sessions
Every Friday your team will have the opportunity to work with me directly. Together we will have the opportunity to work on their individual challenges, current performance levels, implementation troubles and answer any questions.
​
#7 - Unlimited Email & In-Group Support
Of course, there will be times when your team will have a question, query or just requires clarification. Whether it's questioning, objection handling, feature benefits or closing, I want to ensure that if there is a concern, they have the facility and opportunity to get the answers from me directly. On joining the programme, members will receive a private group support email address.
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How it works
What's covered?
The fundamental pillars 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 to elite remote selling
Selling and presenting using platforms such as ZOOM, Skype, 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]
Superior social selling
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?!
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!
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.
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.
Elite questioning techniques
We all know through sales psychology that buying decisions are based purely on emotions and justify 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.
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!
Are you selling or seducing?
Why do loyal customers suddenly jump ship and take their business to a competitor? Why have prospects chosen an inferior product over yours? The answer is that they were seduced rather than sold to! Understanding the power of seduction is the missing key to winning against competitors but the generation of vast amounts of referral and word-of-mouth business. The art of seduction is the difference between making a sale and building an everlasting relationship.
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 body language techniques
Reported statistics show that up to 93% of communication is through body language and nonverbal communication rather than what you actually say! This module is not your usual 'crossed arms = defensive' body language 101! I will show and teach your teams the psychology of seating and where to sit in any context to ensure maximum persuasiveness. You'll discover phenomena and strategies virtually unknown by salespeople regarding right ear advantage and persuasive postures. This is one you definitely don't want to miss or have your competitors know about.
Role projection mastery
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 giving us to play? I guarantee your team will be glued to their seats and listening to every word of this totally unique strategy.
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!
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.
Selling to groups & controlling the meeting
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 will influence the entire table! [It isn’t the person who you would think that is the most dangerous]
What's the cost?
Telecom Sales Mastery
- Fully Supported & Mentored Programme
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Private Facebook Group
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12 x Weekly Exclusive Industry Specific Video / Live Training
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12 x Full Training Documentation
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Weekly 'LIVE' Support & Implementation Sessions
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Private Group Support Email
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Unlimited Email & In-Group Support
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Exclusive Remote Recorded Sales Presentation
Assessment & Feedback [Subject to NDA]
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121 Personal Coaching & Mentoring [by request]
What others have said
Who is Gary May?
Having trained, coached and mentored thousands of ‘Elite’ salespeople and legendary sales leaders within the Telecoms & ICT arena, with me you are getting the brain, the research and the passion behind the strategies NOT just someone who has been trained to deliver them.
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With an unrivalled Telecoms track record, my expertise, industry experience and years of research have resulted in me being widely acknowledged as the ‘MUST HAVE’ sales acceleration expert amongst my peers.
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As a Telecom Sales Strategist, my unique insights, unrivalled strategies and exceptional sales training have been instrumental in aiding companies generated huge numbers of new sales leads, massively increased conversion rates, higher order values and with my totally unique model, the driving force behind vast quantities of referral business.
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Selection of Accolades:
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Best Selling Co-Author of SELLING – Powerful New Strategies for Sales Success
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Producer ‘The Persuasion BluPrint’ Audio Programme
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Producer of ‘The Differentiation BluPrint’ Audio & DVD Programme
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Presented and delivered in 28 countries worldwide
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Multiple industry magazine articles published
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Consultant to the BBC as an Industry Expert
5 Times Keynote Speaker at the Sales & Persuasion Conference Las Vegas USA (The only ever UK based speaker)
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Founder & President of the Association of Sales Professionals UK
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78 Client Finalists in National Sales Awards 2016 - 2019
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38 Client Finalists in a National Sales Awards 2016 - 2019
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21st Fastest Growing Company Award 2003 – As Sales Director
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17th Fastest Growing Company Award 2004 – As Sales Director
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