You never win an argument with a customer

We've had cracking weather this week in the UK and on Thursday It was particularly warm, but in my sales training room the air conditioning was making the conditions very comfortable. The favourite session was approaching and my audience were visibly getting excited. Objection handling techniques. And my phone based salespeople were hoping that I would give them well thought through reasons to combat every objection they encounter. Nonsense. This morning my teenage son, Lewis, approached me with a request for a lift into town around 7pm. I couldn't do…

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Prospecting is like Flossing

Last year, I enjoyed some major dental work to my two front teeth. Pretty major stuff it was - implants and two brand new teeth. Impressive work and an equally impressive final bill. So when I asked my dentist what I needed to do so as to keep them in tip top shape, he answered "Flossing every day, without fail" Now if you're into flossing, you know what an incredibly tricky operation it is.  Messy, fiddly, annoying and that thin wire can cut into your fingers badly if you do…

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Detail, detail, detail…don’t give me detail

I read at the weekend about a British firm who legally acquired the souls of thousands of their online shoppers.  How bizarre?  The online store, Gamestation, put a clause in their Terms and Conditions stating "By placing an order via this website, you agree to grant us a non-transferrable option to claim, for now and for ever more, your immortal soul" It was all a joke but it proves that most of us just don't read the small print or detail. And I think they're right. The internet age has…

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