A very impressive Cold Call

This morning I happened to be particularly busy, lots of "to do" jobs, some deadlines, challenges to consider and a few calls from clients expected. Then the office phone rang. It wasn't the client I was expecting; it was Bob from a local stationery supplier.  Bob was impressive, I mean good, real, genuine and his call worked. The odd thing is that I normally give cold callers a Paul Archer bark as soon as I get the "Is that Mr Archer?" or the ubiquitous "Is it convenient to call?" No,…

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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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