How to Get Immediate Attention

I’m on an express train travelling home from Glasgow. The Virgin Pendalino is whizzing at over 100mph though the borders and the ride is very comfortable. The problem is we started 15 minutes late and I’ve a connection at Lancaster. On the intercom and announcement begins “I’ve just found out that this train has caught up and is now on schedule”. I breathed a sigh of relief. The announcement piqued my attention, funny that. But using the phrases: Breaking news I’ve got good news We’ve recently developed a new service…

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Will AI Take Over Your Job?

Yesterday I was working with some phone based salespeople and we stumbled across the topic of AI – or automated intelligence – and how this will eventually take over transactional selling and advising. Where the process is fairly simple – such as explaining how a repayment mortgage works or a fixed rate product – AI will take over. One of the group challenged me on this and said that AI can never imitate a human’s voice on the phone. Immediately someone volunteered some evidence which was extremely compelling. It’s a…

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The Stepping Stone Routine for Client Referrals

Stepping stones are great things to cross streams with. They make a large distance shrink because you’re taking small steps rather than one big lunge. Likewise when asking for client referrals, literally coming out with the ask is often too big, so adopt the stepping stone technique. Let me explain. As soon as your customer enjoys your value, whatever that is, ask them for some feedback, so they can verbally tell you about the value. A little later on, you might want to ask if they wouldn’t mind giving you…

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