Monthly Archives: June 2012

Dealing With Objections: “I tried you before and it didn’t work out” Part One

You can effectively  overcome the objection, “I tried you before and it didn’t work out.” Your success requires you to tell the absolute truth, let the customer direct what it will take to re-earn their business, and more. Years ago … Continue reading

Posted in Uncategorized | Tagged , | Leave a comment

Turning an Inquiry Into an Appointment: Part Five-Words

Even though words are the smallest part of the trinity of human communication-body language, tone of voice, and words-the wrong words will quickly kill the relationship between you and the potential customer.  If there is no relationship, there is no … Continue reading

Posted in Uncategorized | Tagged , , | Leave a comment

Turning an Inquiry into an appointment: Part Four-Body Language

We’ve all experienced it.  You are at the gym or a bar or an airport and see a politician talking on the TV.  You can’t hear him. The only clues you have about him are his facial expressions, the way … Continue reading

Posted in Uncategorized | Leave a comment

Turning an Inquiry into an Appointment: Part Three-Tone of Voice

How important is tone of voice in getting the appointment?   Next to body language, it is the most important part of the trinity of body language, words and tone.  How do you control the tone of your voice and … Continue reading

Posted in Uncategorized | Leave a comment

Turning an Inquiry into an Appointment: Part two

Your organization does a good job making it easy for customers to do business with you.  your marketing messages tell your story well.  The phone rings, a client talks to one of your people and your services and just a … Continue reading

Posted in Uncategorized | Leave a comment