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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Have you been Google’d Recently

Have you been Google'd Recently We've all heard the story of the friend who was about to get the dream job, then failed at the last hurdle because the employer checked them on the internet and found some embarrassing photos of their stag do on Facebook. My best friend, who was also my best man and is now a high flying executive for a London Ad Agency, was spotted by me on Facebook looking extremely drunk during a pub crawl in a town where he lives. But these photos weren't…

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