Objection Handling the Tesco Way

I've finally convinced Claire to use Tescos online shopping as this has to replace one of the worst activities a man is ever subjected to - shopping.  And whilst laptopp'ing the order watching TV, I was given a lesson in objection handling from Tescos, really cool it was too. One of the reasons we don't check with our customers after they've said a "I'll think about it" or an "I'm not sure" is the human fear of rejection, or a concern we might irritate them, or they might get shirty…

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3 Tips to Partner Gatekeepers

The Phonetic Alphabet I recall my children learning the phonetic alphabet at school and I remember reading stories to my daughter all about Annie Apple and Naughty Nick and his lost nails. Great fun and a useful tip when getting people's names from the gatekeeper is to write the difficult ones down phonetically rather than literally. Type this into your CRM system so when you get to talk to them, you're able to say their name perfectly. Spell it as it is said, is the key. A short tip that'll…

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Screech in from High

Here's a handy idea if you're having trouble getting through to a new client or prospect on the telephone. Watching the Battle of Britain on the TV for the hundredth time at the weekend, I was impressed with the tactics that the Spitfire fighter aircraft used in their battle against the enemy planes. The most successful, were the fighters who had height on their side, and could screech from high altitude on top of the enemy. It worked in the Battle of Britain. Great film. Here's a little tip to…

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