I’m sorry to announce…

This little tip will help you when having to give bad news. A team leader to his staff member about their holiday request, the sales team with another delay in the CRM system implementation, the customer whose mortgage has been rejected, a surveyor detailing the pitfalls of the property. All you need to do is use the term because. Let me share two examples On Sunday evening our plane was taxing out of Heathrow Terminal 5 on route to Tehran. Settled in my comfortable seat awaiting supper, the Captain announced…

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KFC and the Cheapest

I’m sure you heard the story about KFC running out of its major ingredient – chicken. Yes, seriously the purveyor of fried chicken to millions of people around the world covered in Colonel Saunders’ secret recipe ran out and closed down 646 shops in the UK. The parallel is enormously important to us in sales, especially when you’re up against your price, which many of us are. So next time your customer starts shuffling in their seat about price and value, relate the KFC story to paint the danger of…

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