White space

One of my goals this year is to put more white space into my diary.  White space is time in your working life where you have nothing planned.  A chance to recharge, do some big picture thinking, solve some nagging problems, get some fresh air, relieve the stress and give yourself more options. This made me think about white space and how the idea might be useful is selling and coaching because the world is just too full of noise, much of it created by salespeople and coaches. Perhaps we…

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Signposting on the Phone

Signpost at the Beginning of the Call This month I've been doing tons of coaching with call centre people who take calls from the public about their insurance policies. Some of the callers are really good and some not so, naturally.  They all vary in their skills.  But one thing that the good ones all do is signpost the beginning of the call. The importance of signposting whether you are phoning out on a sales call or taking incoming calls, hit me when I got to listen to one call…

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