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What to do with a prospect who hangs up

What to do with a prospect who hangs up

At a training seminar, I was asked what to do with a prospect who hangs up on you even before you can get your opening statement out of your mouth. Should you just call back right away and act like you were disconnected, he asked. (He had seen a guru suggest that in a LinkedIn group.) Well, you could, but really, is that going to…

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Thursday’s Tip – Feedback is a gift

Thursday’s Tip – Feedback is a gift

Many of my clients tell me they have a great meeting and compile a proposal and then when they chase for feedback it goes cold. They can never get hold of the prospect and after a few attempts accept defeat. I recommend 2 emails to send. Feedback is a gift and without it, you’ll never learn and never develop.   Email 1: Subject line: Your…

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Thursday’s Tip – Never give anything away for nothing

Thursday’s Tip – Never give anything away for nothing

I was with a recruitment company last week, helping develop and improve their face to face meetings. They met with a prospect and discuss terms and shared their fees were 20%. The prospect said, “they’ve never paid more than 12% for any recruitment agency and don’t intend to now.” My client explained he couldn’t possibly reduce his fees to 12% and said: “how about we…

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I’ve not heard of you before

I’ve not heard of you before

I was with a client last week who specialise in providing loans to SME’s. Although they’ve won awards for their technology, they often get the objection ‘I’ve not heard of you before’ and were struggling to deal with it. Do you remember the saying back in the 1980’s ‘you’ll never get fired for buying from IBM’? This was due to the fact you had absolute…

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It’s not experience that counts, its SUCCESS

It’s not experience that counts, its SUCCESS

I was at a meeting a few months ago and the Sales Director said: “I think you’re impressive Tony, however, we have decided to go with another training provider.” I replied, “I’m obviously disappointed, however, so I can learn, what was the reason you didn’t choose me?” He said, “The other company just has more experience than you.” I said, “If you were in a…

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Dealing With Customer Behavior

Dealing With Customer Behavior

Just encountered some interesting habits and customer service in Costa . I went in stood in the queue as normal to witness two middle aged “ladies ” barge in front as they were “in a hurry”. The charming barista mentioned quite gently that I was in front of them and would they mind waiting until she had served me. The answer she got astonished me…

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The Yoyo Affect

The Yoyo Affect

I was doing telephone coaching last week with a large manufacturing company. The prospect asked a technical question and the sales person put him on hold and came back a minute later with the answer. About 3 mins later he asked another question and again, had to out him on hold. I call this the ‘yo yo effect’. The strategy I taught him was ‘let…

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Want Your Contact Rate To Go Through The Roof? Here’s A Tip.

Want Your Contact Rate To Go Through The Roof? Here’s A Tip.

One of the biggest challenges my clients share is their teams struggle to get hold of their Prospects. My recommendation is book telephone appointments in theirs and your diary. This way they have to accept the appointment and then they expect your call. Your contact rate will go through the roof. And if it does go to voice mail you say “John, calling as promised,…

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Do You Track Every Enquiry?

Do You Track Every Enquiry?

Do you track every enquiry? 90% of my clients don’t and then it’s impossible to identify which part of your marketing is working. Rather than ask ‘how did you hear about us?’ Change it to ‘who recommended you to us?’ This gives the perception that all your business is recommended and gets you the source of the enquiry.


The Biggest Challenge… Winning More Instructions In Real Estate

The Biggest Challenge… Winning More Instructions In Real Estate

The truth is, if the vendor perceives the service they receive from an estate agent to be below average, they will always pay the cheapest for the ‘below average’ service. Therefore, they key is to stand out and be perceived as giving a better and different service to all your competition. We recommend looking at every market appraisal as the 3 P’s; Pre-valuation, present the…

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