Archive for: September, 2010

I get approached frequently for advice on cold calling and the topic a lot of people want to talk about is procrastination. For many people, it is not fear of cold calling that is stalling their sales process, but the fact that they simply don’t sit down and do it! Why? What makes it so easy to procrastinate on cold calling? The primary reason is building it up in your mind as a HUGE project, something that’s ...

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This week I did one of my favorite things. I delivered my three-hour Telephone Talent workshop to SEB students in Halifax. It was a great group. There were lots of questions, everyone participated, they had fun, I had fun and then … things got heated. It was the time in the workshop where everyone has a chance to do a pitch – to set aside their fear of cold calling and give it a try. While ...

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In addition to the words we use, there are other elements that impact our ability to communicate effectively on the telephone. It’s important that we acknowledge them, “put it out there” so to speak. First, as I was reminded during a workshop I did for ISIS (Immigrant Settlement and Integration Services) this past week, there are accents. They can certainly be barriers to effective communication. The most important thing you can do when an accent causes ...

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This past week brought me another new adventure in “phonework”, this time from a lawyer I was trying to reach in Newfoundland. He did return my call but unfortunately reached my voice mail. He did leave a message – with specific instructions. He said he was in his office but wasn’t taking calls. If I would email him when I was available, he would receive that message and call me back promptly. Aside from the fact ...

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