Opening your Call

Is it Convenient to Talk? Its courtesy, it's a cold call Code of Conduct that firms train to their salespeople, its something engrained in our core. But it can lead to an early dismissal. Instead re-word it like so: "Hi Bob, if I've caught you at a good time, I'd like to...." It works, try it.... Podcast Version

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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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