Home
Who Are We?
Corporate Clients
Open Courses
Training Webinars
Need A Speaker
Product Store
Knowledge Bank
Energisers
Paul's Blog

 
 

Knowledge Bank

Published Articles and White Papers

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

You can click on the title to take you to the article to read

 

share

 

 

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.

 

 

Contributor for National Womens Journal

   

Paul Archer, EzineArticles.com Platinum Author

Archive Articles