The Fathers Day Card and Assumptions

Last month was Fathers Day here in the UK.  And if you're a father, like me, you get to put your feet up for a whole day, have lots of attention and get the Fathers Day Card treatment.  And it's the cards that tickle me everytime.  They're just so corny, so stereotypical of a dad.  Beer swigging, football watching, bad fashion sense, always moaning about the bills, tissues in cardigans. To cap it all, my children think it's for real.  You see, perception is reality isn't it. What we perceive…

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It’s all in the head

Today I've been helping some sales people learn how to pick up the phone and call new customers. Sounds pretty easy really but as soon I mentioned they were going to be phoning people who weren't expecting their call, they froze.  You could visibly see the fear in their eyes. It's all in the head. We know why this happens because we continually take calls from people trying to sell us something and most of us don't like it. It's only natural to want to be liked by people and…

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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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