HAUPPAUGE, NY (December, 2012) – Dale Carnegie Training®, the international leader in performance-based workforce training and solutions, announces the release of their extremely successful smartphone application “Secrets to Success” (http://www.dalecarnegie.com/app/) for all Android smartphones. Originally released in 2010 in the iTunes App Store, Secrets to Success reached the number one spot within the Business Paid App category in the first week of its release. Now, it will now be available for £0.63 on Google Play’s Android App Store. The launch on the Android platform will give even more users access to Dale Carnegie Training’s invaluable tips and information.
The application outlines basic human relations principles and shares easy-to-follow tips, techniques and daily “confidence boosters” exclusive to Dale Carnegie Training’s world-renowned workshops and courses. Features of the application include the ability to share the app content with social media networks including Facebook and Twitter. In addition, users can now register for a free Dale Carnegie course in any country where the course is offered, and find their local DCT office easily with the touch of a button.
"Releasing the Secrets of Success application for Android devices brings the helpful and effective tips of Dale Carnegie Training to an even broader crowd," remarks Peter Handal, Chairman and CEO of Dale Carnegie Training. “With the job market more competitive than ever, it is advantageous for everyday smartphone users to access Dale Carnegie’s guiding principles while on-the-go.”
Functions available for the downloadable application include:
• The ability to register for a "free" Dale Carnegie Course Session
• Sharing app content via social media networks
• The ability to search easily for a local DCT office
• Valuable tips on team member engagement, leadership development, sales effectiveness, customer service, presentation effectiveness, process improvement and more
• Daily doses of confidence from some of history’s best thought leaders
• Video demos of the secrets to success in action
About Dale Carnegie Training®
Dale Carnegie Training® partners with middle market and large corporations as well as organizations to produce measurable business results by improving the performance of employees with emphasis on leadership, sales, team building and interpersonal relations, customer service, public speaking and presentations and other essential management skills. The courses are available in 30 languages throughout the world; they cover the entire United States and reach over 85 countries. Dale Carnegie Training® includes as its clients 400 of the Fortune 500 companies. Approximately eight million people have experienced Dale Carnegie Training®.
Dale Carnegie’s corporate specialists work with individuals, groups and organizations to design solutions that unleash your employees’ potential, enabling your organization to reach the next level of performance. Dale Carnegie Training® offers public courses, seminars and workshops, as well as in-house customized training, corporate assessments, online learning and one-on-one coaching.
Showing posts with label dale carnegie london blog. Show all posts
Showing posts with label dale carnegie london blog. Show all posts
Tuesday, 12 February 2013
Wednesday, 7 November 2012
Attitude Control in Tough Service Situations
Companies are facing unprecedented pressure from the financial crisis. As a result, many of their employees may get nervous and start complaining emotionally to their vendors - you! Here are 8 tips you can use to help you and your customer service team control stress and worry in tough situations:
Live in a compartment of the present.
The professional with a commitment to service seals off each interaction with a customer so that negative experiences don't poison future interactions. Don't allow past successes or failures or future anticipated success or difficulties influence your current performance. When it comes to customer service, live in the moment.
Don't fuss about trifles.
A "trifle" is something that is insignificant in comparison to other things in your life. When you focus on trifles, you lose perspective. Keep the bigger picture in mind. Doing so will help you objectively sort out the small stuff from the important issues.
Cooperate with the inevitable.
Realise when your situation is inevitable. If you can learn to recognise situations where you have no control, you can gain some control over the emotional aspects of the situation. By cooperating with the outcome, you are making a conscious choice about how to respond to an inevitable situation. Decide just how much anxiety a situation is worth and refuse to give it any more of your energy.
Once you make this decision, it is easier to find ways you can improve on the situation or let it go and move on.
Create happiness for others.
This principle appeals to your nobler motives. It is difficult to sustain a negative attitude when you are doing something good or helpful for someone else. Simply put: Doing good for others makes you feel better.
Expect ingratitude.
In your job, you provide many diverse services. When you do so, you probably expect in return some signal of gratitude for your assistance. This expectation is rarely met. If you do receive heartfelt thanks from someone, you should count yourself lucky you are dealing with a grateful person. Most people are simply not accustomed to being grateful, even when you provide them with excellent service. You shouldn't let ingratitude deter you from providing top-quality service.
Put enthusiasm into your work.
Enthusiasm is the positive energy and sustained effort that keeps you driving toward your goals. Making a decision to have a positive outlook can be critical in enjoying your job and working with your internal and external customers.
Do the very best you can.
It can be difficult to deal with criticism, especially if you feel it is undeserved or if it hurts your self-esteem. One way to put criticism in perspective is to ask yourself if you are doing the very best you can with what you know and are able to do. If you are, then you can avoid taking the criticism personally. If there is room for improvement in your performance, you can look at the criticism objectively and take responsibility for improving your performance.
Live in a compartment of the present.
The professional with a commitment to service seals off each interaction with a customer so that negative experiences don't poison future interactions. Don't allow past successes or failures or future anticipated success or difficulties influence your current performance. When it comes to customer service, live in the moment.
Don't fuss about trifles.
A "trifle" is something that is insignificant in comparison to other things in your life. When you focus on trifles, you lose perspective. Keep the bigger picture in mind. Doing so will help you objectively sort out the small stuff from the important issues.
Cooperate with the inevitable.
Realise when your situation is inevitable. If you can learn to recognise situations where you have no control, you can gain some control over the emotional aspects of the situation. By cooperating with the outcome, you are making a conscious choice about how to respond to an inevitable situation. Decide just how much anxiety a situation is worth and refuse to give it any more of your energy.
Once you make this decision, it is easier to find ways you can improve on the situation or let it go and move on.
Create happiness for others.
This principle appeals to your nobler motives. It is difficult to sustain a negative attitude when you are doing something good or helpful for someone else. Simply put: Doing good for others makes you feel better.
Expect ingratitude.
In your job, you provide many diverse services. When you do so, you probably expect in return some signal of gratitude for your assistance. This expectation is rarely met. If you do receive heartfelt thanks from someone, you should count yourself lucky you are dealing with a grateful person. Most people are simply not accustomed to being grateful, even when you provide them with excellent service. You shouldn't let ingratitude deter you from providing top-quality service.
Put enthusiasm into your work.
Enthusiasm is the positive energy and sustained effort that keeps you driving toward your goals. Making a decision to have a positive outlook can be critical in enjoying your job and working with your internal and external customers.
Do the very best you can.
It can be difficult to deal with criticism, especially if you feel it is undeserved or if it hurts your self-esteem. One way to put criticism in perspective is to ask yourself if you are doing the very best you can with what you know and are able to do. If you are, then you can avoid taking the criticism personally. If there is room for improvement in your performance, you can look at the criticism objectively and take responsibility for improving your performance.
Friday, 17 August 2012
London 2012 What an Inspiration
Wow what an eventful 2 weeks! Who would have thought that Team GB would have finished 3rd in the tables? Can you remember where you were on ‘Super Saturday’? I remember shouting at the television with the family as Jessica Ennis, sprinted to the finishing line as she won gold in the Heptathlon, then a few minutes later cheering as the lovely Greg Rutherford took home gold in the long jump, and then moments later, jumping for joy as Mo Farah won the countries first gold in the 10,000 meters in over 100 years.
1 week on and I still get goose bumps thinking about some of these events.
You could write & reminisce for hours over the wonderful achievements that Team GB have achieved, not just in winning medals, but the way the whole country united together and what an inspiration every athlete has been. There are not many people who would get a fractured jaw as a result of getting wacked with a hockey stick, and will be back on the pitch 3 days later like Kate Walsh, then successfully achieve bronze in the tournament.
Working and living in London, I have experienced the other side of the Olympics as well, and the atmosphere around the city has been electric. Just walking around, every street was filled with red, blue & white in all different forms, from flags, to buildings and clothing. Every bar and pub would have an event showing, and you would hear silence as the athletes were about to start their journey to the finish line. That silence would last for spilt of a second, as it was shortly followed by cheering and shouting.
The Olympics has changed the country and lifted our spirits in these difficult times. Children and adults of all ages have been inspired & motivated to take up a sport, or to hold their own family version of the Olympics, and it does make you proud to be British, and is an experience that we will relive forever.
Well done Team GB on everything that you have achieved!
1 week on and I still get goose bumps thinking about some of these events.
You could write & reminisce for hours over the wonderful achievements that Team GB have achieved, not just in winning medals, but the way the whole country united together and what an inspiration every athlete has been. There are not many people who would get a fractured jaw as a result of getting wacked with a hockey stick, and will be back on the pitch 3 days later like Kate Walsh, then successfully achieve bronze in the tournament.
Working and living in London, I have experienced the other side of the Olympics as well, and the atmosphere around the city has been electric. Just walking around, every street was filled with red, blue & white in all different forms, from flags, to buildings and clothing. Every bar and pub would have an event showing, and you would hear silence as the athletes were about to start their journey to the finish line. That silence would last for spilt of a second, as it was shortly followed by cheering and shouting.
The Olympics has changed the country and lifted our spirits in these difficult times. Children and adults of all ages have been inspired & motivated to take up a sport, or to hold their own family version of the Olympics, and it does make you proud to be British, and is an experience that we will relive forever.
Well done Team GB on everything that you have achieved!
Friday, 18 May 2012
Top Tips For Communicating In The Digital Age
Mark Fitzmaurice of Dale Carnegie, shares his top tips for communicating on social media platforms, in the Bdaily Business Network.
There’s no doubt that technology and social media has transformed the way we communicate, both in a work and home environment. For all the advantages however, there are various pitfalls that have the potential to damage your reputation and do you and your business more harm than good.
To mark its 100-year anniversary, learning and development organisation Dale Carnegie has updated and re-released its classic ‘How to Win Friends and Influence People’, originally written in the 1930’s, to identify with the scenarios facing businesspeople in an age of increasing technology.
Many of the key principles Dale Carnegie set out all those years ago still apply today and have been adapted to suit the modern age. They include:
1. Take your criticism offline. Little good comes from public humiliation, whether it’s by Tweet or blog post. The rise of anonymous message boards and online comments seems to incubate negativity, but engaging in that kind of back-and-forth does little good.
2. Commit to self-improvement instead. Instead of telling other people what they could do better, save the harshest criticism for yourself.
3. Focus on other people’s interests, not your own. This might be a hard one to follow but social media users must resist the temptation to talk about themselves. Instead, ask about others, comment and inquire about their own updates, and focus on what interests them, not you.
4. Engage with others. Social media, after all, is all about interaction, and people use those platforms with the hope of hearing directly from their favourite author, celebrity, or company. Companies like Zappos take advantage of this fact and use social media to build their brands.
5. Smile. Recent research that analysed Facebook profiles found that people who frown in photos tend to be on the outskirts of social networks instead of in the centre of them. In other words, smiling gets you more friends (and influence).
6. Spread positivity. On that same note, if you can make other people smile, you’ll also grow your own popularity. Tweeting positive thoughts is far more effective than tweeting negative ones. In fact, skip negative Tweets and posts altogether.
7. Don’t argue. Has anyone ever won a back-and-forth over Twitter? Or by leaving snarky comments on an online article? Even if the answer is “yes”, the potential damage to your reputation by such an exchange makes public arguments bad ideas.
8. Engage and be responsive. One of the best way to build your network either personally or in business is to engage with others and be responsive to other people’s needs.
9. Be a good listener. Even on line, listen to what people are saying, look for the message behind the message, sometimes people will say things on line that they won’t say out loud, we just need to listen in a different way
10. Make other people feel valued and important. In any that you can, on line or off line if you make people feel valued and important they will be loyal to you and give you much more in return
For more information on how Dale Carnegie can help you in the digital age, contact us, or purcahse the How To Win Friends and Influence People In The Digital Age which is available in all good retailers.
Stephanie Fletcher
To continue reading this article visit
http://bdaily.co.uk/news/technology/10-05-2012/1336492916-top-tips-for-communicating-in-the-digital-age/
There’s no doubt that technology and social media has transformed the way we communicate, both in a work and home environment. For all the advantages however, there are various pitfalls that have the potential to damage your reputation and do you and your business more harm than good.
To mark its 100-year anniversary, learning and development organisation Dale Carnegie has updated and re-released its classic ‘How to Win Friends and Influence People’, originally written in the 1930’s, to identify with the scenarios facing businesspeople in an age of increasing technology.
Many of the key principles Dale Carnegie set out all those years ago still apply today and have been adapted to suit the modern age. They include:
1. Take your criticism offline. Little good comes from public humiliation, whether it’s by Tweet or blog post. The rise of anonymous message boards and online comments seems to incubate negativity, but engaging in that kind of back-and-forth does little good.
2. Commit to self-improvement instead. Instead of telling other people what they could do better, save the harshest criticism for yourself.
3. Focus on other people’s interests, not your own. This might be a hard one to follow but social media users must resist the temptation to talk about themselves. Instead, ask about others, comment and inquire about their own updates, and focus on what interests them, not you.
4. Engage with others. Social media, after all, is all about interaction, and people use those platforms with the hope of hearing directly from their favourite author, celebrity, or company. Companies like Zappos take advantage of this fact and use social media to build their brands.
5. Smile. Recent research that analysed Facebook profiles found that people who frown in photos tend to be on the outskirts of social networks instead of in the centre of them. In other words, smiling gets you more friends (and influence).
6. Spread positivity. On that same note, if you can make other people smile, you’ll also grow your own popularity. Tweeting positive thoughts is far more effective than tweeting negative ones. In fact, skip negative Tweets and posts altogether.
7. Don’t argue. Has anyone ever won a back-and-forth over Twitter? Or by leaving snarky comments on an online article? Even if the answer is “yes”, the potential damage to your reputation by such an exchange makes public arguments bad ideas.
8. Engage and be responsive. One of the best way to build your network either personally or in business is to engage with others and be responsive to other people’s needs.
9. Be a good listener. Even on line, listen to what people are saying, look for the message behind the message, sometimes people will say things on line that they won’t say out loud, we just need to listen in a different way
10. Make other people feel valued and important. In any that you can, on line or off line if you make people feel valued and important they will be loyal to you and give you much more in return
For more information on how Dale Carnegie can help you in the digital age, contact us, or purcahse the How To Win Friends and Influence People In The Digital Age which is available in all good retailers.
Stephanie Fletcher
To continue reading this article visit
http://bdaily.co.uk/news/technology/10-05-2012/1336492916-top-tips-for-communicating-in-the-digital-age/
Monday, 7 May 2012
Power of Presentations
Last week Wednesday I had the enjoyable experience of being part of a judging panel for the Jack Petchy Foundation, Speak Out competition.
This competition provides a platform for young children between the ages of 14 - 16 from previously disadvantaged areas to talk for 3 minutes about a topic which they are passionate about.
I was involved in the Hackney regional final, where the winner of this event stood the chance of presenting in front of 900 guests at the main gala event on the 2nd July.
At the event there were 15 youths who took to the stage with enthusiasm and passion, whereby each took the opportunity to persuade us with their personal ideas. I was extremely impressed with the level of the presenters, conscious that many of these youths mostly likely never had a platform to present to such a large audience.
We had to mark the presenters in three areas namely, content, deliver and structure.
The overall winner was a young lady who talked about gang wars and how youths are killing each other over the simplicity of a entering their territory which is defined by the post code they live in. When she arrived at the stage she went straight into the incident of when she was personally involved in a turf war scuffle, using excellent body language and vocal verity she allowed the audience to get a glimpse of what it's like to be right in the middle of a extremely hostile and dangerous time a place. At the end of the 3 minutes she left us with a defining question of is it really worth dying over a postcode?
But the evenings success was not just one talented young lady but each and every one of the presenters, because it showed me how important it is to empower our youth. The evening also taught me how getting on stage really develops a person's self confidence. I'm sure everyone of those participants are looking to the future with more confidence that they will be able to secure employment and go on to become leaders of the future.
Therefore I encourage you after reading this blog to see where you can get involved to empower the youths of the future.
Mark de Stadler
This competition provides a platform for young children between the ages of 14 - 16 from previously disadvantaged areas to talk for 3 minutes about a topic which they are passionate about.
I was involved in the Hackney regional final, where the winner of this event stood the chance of presenting in front of 900 guests at the main gala event on the 2nd July.
At the event there were 15 youths who took to the stage with enthusiasm and passion, whereby each took the opportunity to persuade us with their personal ideas. I was extremely impressed with the level of the presenters, conscious that many of these youths mostly likely never had a platform to present to such a large audience.
We had to mark the presenters in three areas namely, content, deliver and structure.
The overall winner was a young lady who talked about gang wars and how youths are killing each other over the simplicity of a entering their territory which is defined by the post code they live in. When she arrived at the stage she went straight into the incident of when she was personally involved in a turf war scuffle, using excellent body language and vocal verity she allowed the audience to get a glimpse of what it's like to be right in the middle of a extremely hostile and dangerous time a place. At the end of the 3 minutes she left us with a defining question of is it really worth dying over a postcode?
But the evenings success was not just one talented young lady but each and every one of the presenters, because it showed me how important it is to empower our youth. The evening also taught me how getting on stage really develops a person's self confidence. I'm sure everyone of those participants are looking to the future with more confidence that they will be able to secure employment and go on to become leaders of the future.
Therefore I encourage you after reading this blog to see where you can get involved to empower the youths of the future.
Mark de Stadler
Thursday, 3 May 2012
One in four managers 'don't know how bad they are'
It has been reported in todays Telegraph, that millions of managers fail to realise “how bad they are at managing”, which is undermining company efforts to boost productivity and growth.
One in four of the UK’s line managers – almost 2m people – have an inflated opinion of their ability to lead teams, the study by the Chartered Institute of Personnel and Development (CIPD) has claimed.
Ben Willmott, head of public policy at the CIPD, said: “Management capability continues to be an Achilles heel for UK plc, despite mounting evidence that these are ‘skills for growth’.
“Too many employees are promoted into people management roles because they have good technical skills, then receive inadequate training and have little idea of how their behaviour impacts on others.”
If you are 1 in 4 managers who spends more time dealing with stressed staff, absence or conflict, rather than providing high-quality feedback to their teams, or if you have been promoted to management, and do not want to become a "bad manager", then come to our free Inspirational Leadership seminar, or contact us for further information on our Leadership Training for Managers, where we can ensure that you become more than a "good leader", but a "great" inspiration.
Stephanie Fletcher
To read more on this article visit: http://www.telegraph.co.uk/finance/jobs/9241249/One-in-four-managers-dont-know-how-bad-they-are.html
One in four of the UK’s line managers – almost 2m people – have an inflated opinion of their ability to lead teams, the study by the Chartered Institute of Personnel and Development (CIPD) has claimed.
Ben Willmott, head of public policy at the CIPD, said: “Management capability continues to be an Achilles heel for UK plc, despite mounting evidence that these are ‘skills for growth’.
“Too many employees are promoted into people management roles because they have good technical skills, then receive inadequate training and have little idea of how their behaviour impacts on others.”
If you are 1 in 4 managers who spends more time dealing with stressed staff, absence or conflict, rather than providing high-quality feedback to their teams, or if you have been promoted to management, and do not want to become a "bad manager", then come to our free Inspirational Leadership seminar, or contact us for further information on our Leadership Training for Managers, where we can ensure that you become more than a "good leader", but a "great" inspiration.
Stephanie Fletcher
To read more on this article visit: http://www.telegraph.co.uk/finance/jobs/9241249/One-in-four-managers-dont-know-how-bad-they-are.html
Monday, 30 April 2012
What's your motivation?
But sometimes we may falter along the way and find that we don’t want to refuse that big piece of chocolate cake at the restaurant, or simply that we have lost our motivation.
So here are some tips to keep on going if you are finding it tough:
Once you’ve set yourself a deadline make a conscious effort to review your progress a third of the way through or sooner if possible. Look at how it’s going and if there is anything you are struggling with.
Look at what isn’t working and why?
Are there any patterns to why it isn’t working?
Make a small change to what you are doing to get yourself back on track. For instance if you aren’t saving up for that holiday as quickly as you would like is there anything else you can cut back on to save money? If your customers are not paying as quickly as they promised, can you get the sales team involved in talking to the client?
Don’t give up! If you want to get into THAT dress, go look at it, imagine yourself in it. If you want to go on holiday, imagine yourself lying on that sunlounger or taking in the city’s delights. And if you have a project at work that isn’t going as smoothly as you would like, talk to your boss and explain your situation. Ask for help and assistance to get back on track. Discuss the deadline and see if it’s realistic.
Once you made some changes, set yourself another review date, preferably half way through, to see if the changes you have made are working. And when you have reached that goal, don’t forget to reward yourself, even if it’s a cup of tea with a slice of cake.
Helen Mills
Friday, 27 April 2012
How to Win Clients and Influence Referrals
(MoneyWatch) What's the difference between a customer and a client? A customer might be there for a transaction, but a client is there for a special relationship. The term dates back to ancient Rome when citizens would attach themselves to an aristocratic patron for protection and clout. Patrons took care of their clients and they were rewarded for it.
This column is for all of you out there who make your living selling to clients and want to attract more of them. To attract new clients, the best approach is to prove your expertise by giving away valuable information through writing and speaking. Actually, that isn't technically true. You should sell the information if you want to win clients and influence referrals. Here's how.
1. Follow Dale's lead. Unfortunately, many sales and marketing people who learn this truth find the idea of writing and speaking too daunting and even mysterious. Most feel this is only for a select few, but that is a miscalculated view. First comes the problem, then comes research, and finally presentation. Dale Carnegie is the role model to emulate. He wrote the original self-improvement book and was the first superstar of the self-help genre.
2. Do your homework. Carnegie wrote that he had searched for years to discover a practical, working handbook on human relations. He started by reading every scholarly book and magazine article he could find to ascertain how the great men and women of all ages had dealt with people. Then he interviewed scores of successful people to discover the techniques they used in human relations.
3. Speak up. From all that material, he prepared a short talk. He called it "How to Win Friends and Influence People" and it soon became a 90-minute lecture. Then the teacher learned from the students. Carnegie asked attendees to share their stories of how the principles helped them. First, he put the rules down on a postcard, which grew into a leaflet, then a series of booklets, each one expanding in size and scope. After 15 years of experiment and research came the book by the same title in 1937 as that original short talk. Of course, it has been a best seller ever since (if you haven't read it, you really should). The first edition had a print run of a mere 5,000, but the last time I checked it had sold more than 15 million copies.
4. Be the expert. During those 15 years of research, Dale Carnegie became the go-to guy for human relations. Thousands attended his training each year and he prospered. This also resulted in many consulting contracts. He is long gone, but his training company has continued to this day.
5. Make them pay. Those who sell high end services can fill a pipeline with qualified prospects in as little as 30 days by offering advice to prospects on how to overcome their most pressing problems. But don't do it for free. Charge for your seminars and the information will be valued more by your potential clients. The burden is also on you to research great information.
This strategy also helps those people who know, like and trust you enough to refer business to you. You can make these people a special deal: if they know someone who would value what you have to say, then your referral source can offer comp admission to your events on a space-available basis. Look what this does. You make the referral source feel special because they can hook people up. The prospects who attend still value the information more because there is a charge for it, and they feel even better because they didn't have to pay.
Happy Selling
Stephanie Fletcher
This article was written by Tom Searcy, and you can read more at http://www.cbsnews.com/8301-505183_162-57415800-10391735/how-to-win-clients-and-influence-referrals/
Thursday, 12 April 2012
Techniques for Effective Cold Calling
Pre-Approach
The pre-approach gives you the knowledge and power to have informed discussions with prospects. Analyzing prospect data will help you tailor your approach. But don’t let the pre-approach slow you down and become a barrier to making the sale. Sometimes picking up the phone or dropping in on prospect is the best course of action.
Six "must knows" before picking up the phone
1. Key information about the industry, company, and people
2. Specific key issues and needs they are facing
3. Evidence of your past results with similar customers
4. Common ground or contacts
5. Specific call objectives
6. An appropriate call opening
Whether you’re making an appearance or using the telephone, the sales process doesn’t change. But using the phone presents a different set of challenges that you need to be aware of and prepare for. Some of these challenges are:
• It’s easy for customers to avoid you.
• Many people see incoming phone calls as an interruption.
• Attention spans on the phone are dramatically shorter than in face-to-face meetings.
• You can’t see customer reactions.
• Body language, a major communication tool in face-to-face meetings, is eliminated.
• It’s easy for a customer to do something else while talking to you.
• Technology can make getting to the right person challenging.
Develop your cold calling skills and grow your customer base with Dale Carnegie Training's Live Online Training Program.
The pre-approach gives you the knowledge and power to have informed discussions with prospects. Analyzing prospect data will help you tailor your approach. But don’t let the pre-approach slow you down and become a barrier to making the sale. Sometimes picking up the phone or dropping in on prospect is the best course of action.
Six "must knows" before picking up the phone
1. Key information about the industry, company, and people
2. Specific key issues and needs they are facing
3. Evidence of your past results with similar customers
4. Common ground or contacts
5. Specific call objectives
6. An appropriate call opening
Whether you’re making an appearance or using the telephone, the sales process doesn’t change. But using the phone presents a different set of challenges that you need to be aware of and prepare for. Some of these challenges are:
• It’s easy for customers to avoid you.
• Many people see incoming phone calls as an interruption.
• Attention spans on the phone are dramatically shorter than in face-to-face meetings.
• You can’t see customer reactions.
• Body language, a major communication tool in face-to-face meetings, is eliminated.
• It’s easy for a customer to do something else while talking to you.
• Technology can make getting to the right person challenging.
Develop your cold calling skills and grow your customer base with Dale Carnegie Training's Live Online Training Program.
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