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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Scripting your Prospecting Call

Not too much polish is the key, a polished call doesn't fit. It feels out of place with today's savvy customers. Let me explain and give you some ideas to help. Every Sunday night I polish my family's shoes in preparation for the next day's school and work. I think shiny polished shoes are the epitome of smartness. But by Monday night, the children's shoes have deteriorated into mud strewn, scratched and dented specimens and bear little resemblance to my Sunday efforts So why bother?  I like them to go…

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Revisiting Smiling to Build Rapport

We know that face to face communication is still the most effective way of doing business and many of us learn strategies such as eye contact, body language, nodding, matching, voice variation....to increase the chances of creating a rapport. But have you considered the real impact of the smile? Smiling is usually at the top of the list when it comes to building a rapport.  Smiling draws the person to you, relaxes them and helps them to like you. But smiling can also be dangerous. Many of us know that…

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