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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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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