Here we have a vast selection of articles and White Papers
written by Paul Archer which are free to read and re-publish, if you
wish. Naturally they are copyright, but all we ask is that you include
reference to Paul Archer and his blog at
www.paularcher.com
July 2010
Maintaining a Healthy B2B Sales Funnel
In this 2,000 word White Paper; Paul examines some of the
latest thinking about lead generation and qualifying. He
uses an analogy of his septic tank back at home in rural
Gloucestershire and shows you how you can keep the flow of
new prospects moving smoothly and how to make contact with
new leads in a 21st century manner.
Paul also investigates some really cool ways of
researching your customer using some innovative Google
search techniques and websites.
June 2010
How to Pass the Final Exam of the DipFA©
In this article, Paul shares with you some tips,
structure and
advice on how to pass the final exam of the the ifs School of Finance
DipFA.
How to Write Business
Emails
In this article Paul explores how to write the perfect
email to your customers. Paul shares some best practice tips
and strategies that’ll help you through the email jungle so
your customer gets to read and take in your message. Your
style of writing, tips on how to compose your email body and
finally, what to avoid.
February 2010
Famine or Feast - which mentality
are you?
The Inner Game affects so many salespeople and affects 50% of
your sales results. This article helps you to recognise where
you are in the Game so you can stop, pause and adopt a strategy
to change.
How to Pass the Coursework
Element of the DipFA©
In this article, Paul shares with you some top tips and
advice on how to pass the Coursework element of the Diploma exam
offered by the ifs School of Finance. 30% of the final
mark is available from a successful submission, so it's worth
knowing how to maximise your marks here.
January 2010
9 Attitudes of
Motivated High Performers
In this short article Paul examines 9 attitudes that top
performing salespeople all share, arguing that it's attitude
that makes all the difference in sales.
10 Trends for Sales for 2010
Here are ten trends that will affect sales people and their
sales managers in 2010, brought to you with my complements and
in time for you to be one step ahead of your peers. Do share
them please.
October 2009
Life Assurance is
Sold Never Bought
In this article Paul examines some best practice that will
help you sell protection products more effectively to your
clients without ramming the product down their throat. No, it’s
a little more subtle. Read on and he’ll explain
September 2009
Influencing Your Customer in a B2B Environment
In this article Paul talks about influencing, discovers some
theory and best practise and how this can help the B2B
salesperson influence their customers more effectively.
The 5 Secrets to Uniquely Influence Your Customer
In this article Paul shares his five
secrets so you can heavily influence your customer by really
understanding them as unique individuals and then tailoring your
proposal to suit them perfectly.
August 2009
3
Strategies to Soften your Questions
Have you ever felt that you were interrogating your customer
with your questions? Felt that you seem to ask question after
question, well here's 3 excellent strategies to help you soften
the blow and let your questioning style become pure
conversation.
6 Complete Tips for Listening on the Telephone
On the telephone you don't have eyes so you should make your
ears your eyes instead and put 100% concentration into listening
to your customer. Here're 6 excellent tips to help you ramp up
your listening skills when on the telephone.
Signposting to Success on the Telephone
In this short article, Paul examines the importance of
signposting when handling calls from customers and the impact it
can have on good customer service.
July 2009
3 Tips to
Partner the Gatekeeper
3 short tips designed to help you get past
the gatekeeper who might be preventing you from speaking with
your potential client.
April 2009
How to Deal with Customer
Problems on the Phone - and the odd irate
one too
In this article Paul shares a practical strategy to use to
help you deal efficiently with problems and issues raised by
customers. Ideal for sales support people particularly when on
the phone, customer service specialists, account managers
handling existing client accounts and anyone who deals with
customer issues.
Inside the article are lots of little tips and ideas that can
help you improve this vital area immediately with some specifics
tactics to adopt when pacifying the odd irate customer plus how
to give bad news, not everyone’s favourite sport.
March 2009
Walking in your Customer's
Shoes - the art of empathy
In this article Paul defines what is empathy and then shares
9 tips to improve your empathy with other people. Whether you
sell for a living, handle customers, coach or manage teams,
these tips will be invaluable to help you turn up your empathy
volume when you most need it.
Coaching On The Job
In this article Paul examines a replacement for the all
singing, all dancing GROW model when carrying out workplace
coaching. Paul argues that GROW works in certain situations but
a better model to use in workplace coaching that just
happens….is the COACH model. Read on to discover.
February 2009
Increasing Sales with Sales
2.0 Strategies - Web Conferencing
In this White Paper, Paul explores the changing world of
Sales 2.0 and how low cost Web Conferencing can benefit Sales
Managers and their teams. The most exciting aspect is how Web
Conferencing can actually increase sales revenue, shorten the
sales process and bring an entire team to bear on prospective
clients to win deals. Paul demonstrates with a case study from a
financial services B2B environment how easily Web Conferencing
can influence your business and finishes with some suggested
providers of web conferencing services.
Practical
Strategies to up-sell and cross-sell
In this article, Paul challenges you to see how much
cross-selling and up-selling is going on in your organisation.
The biggest barrier is your sales people’s mindset and a
practical technique is shared which will ensure they get over
this once and for all. Once your salespeople’s mindset is fixed,
you can then use the strategies that Paul recommends to
seamlessly cross and up-sell your product or service line. And
remember customers can say no, that’s OK.
Tips to Handle the
Dreaded Q&A
A simple 3 part model is shared so you can seamlessly
integrate your Q&A session into your talk. Plus some tips to
deal with hostile questions, when to place the Q&A session and
how to keep things moving.
Archive Articles
