Archive for: November, 2011

Last week I focused on persistence because when we embrace this characteristic, it becomes easier for us to follow up with clients and prospects – and follow up is vital. So many of us fail to build stronger relationships or lose out on sales because we didn’t do the necessary follow up. We are sometimes prevented from picking up the phone one more time by what we visualize in our mind’s eye. We see the prospect ...

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Many of the phone projects I am approached to do are about “getting a meeting”. This is because, for many of us, the absence of body language is the most difficult aspect of phone communication. We are much more comfortable delivering a professional image through our appearance, handshake, attentiveness, eye contact, etc. While there’s no doubt that face-to-face meetings are powerful and often vital to the completion of a sale or the strengthening of a relationship, ...

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Toward the end of the day Thursday, I placed a call to a local museum on behalf of one of the magazines I represent for Metro Guide Publishing. A very energetic young man answered the phone. His desire to be of service was obvious and delightful! He told me that the person I needed to speak with was away until Monday and we ended our conversation with my saying I’d call back at the beginning of ...

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This lovely note landed in my inbox recently: “I love your blog. So well-written and informative. It would be great if you wrote a blog about the stigma against telemarketing/telemarketers.I say we should take back the title “telemarketer” and OWN it! I have decided to embrace the title and not be embarrassed about it anymore.” What a great letter to receive! It really energized me. It also reminded me of how, years ago, when I had a ...

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