http://www.naturaltraining.com/blog Natural Training Blog Tue, 09 Mar 2010 09:02:52 +0000 http://backend.userland.com/rss092 en It's not often that you hear a perfect cold call voicemail.  But I reckon this one is.  Launch the audio file (less than 100kb) by clicking here:  Voicemail_right_tone_natural_training It's a real call from one of our sales team to one of our prospective customers.  Here are the boxes it ticks: Right length Right ... http://www.naturaltraining.com/blog/2010/03/09/the-perfect-cold-call-voicemail/ In a previous blog I looked at the golden question – what do clients look for when you pitch to them?  What defines success – and a win for you? The first five criteria were mentioned: 1.  Previous relevant experience in their sector/category 2.  Special insights into their issues/problems/audiences 3.  Ability to deliver a solution 4.  ... http://www.naturaltraining.com/blog/2010/03/04/winning-pitches-what-do-clients-look-for-part-two/ Watching American Idol last week I was reminded of just how forgettable some people can be.  There was one girl who had fronted up for eight years in a row - and the judges barely remembered her. With my "consumer" hat on, I reckon I have said "no" to about about 100 sales approaches made to me ... http://www.naturaltraining.com/blog/2010/03/01/stop-messing-around-change-their-world/ So, the golden question - what do clients look for when you pitch to them?  What defines success – and a win for you? This is a difficult question to answer in just a few words.  The reason is that that clients alter their priorities across industries. For example, in relatively immature industries, such ... http://www.naturaltraining.com/blog/2010/02/23/winning-pitches-top-5-client-needs-part-1/ As you know, at Natural Training we love a natural presenter:  someone who is able to engage the audience without trying too hard (such as using acting skills with overly exagerrated mannerisms and gesturing). Which is why David Blane gets my vote as a great natural presenter. I was absolutely riveted during ... http://www.naturaltraining.com/blog/2010/02/19/the-natural-presenter-series-1-david-blane/ During Strictly Come Dancing one of the big questions is always:  Which couple has the best chemistry? It’s not always the pair most technically perfect; but the one judged by the viewers to work best together. The same applies to supplier-client relationships. Most companies want to ensure they are compatible with you ... http://www.naturaltraining.com/blog/2010/02/15/how-to-create-chemistry-at-your-next-client-meeting/ Quite often I hear the words for pitch and presentation being used interchangeably.  However I believe that pitches and presentations are massively different.  In fact “presentation” and “pitch” is a bit like using the words "jog" and "triathlon" interchangeably.   The latter, in both cases, are much more highly organised, structured, challenging ... http://www.naturaltraining.com/blog/2010/02/13/presentation-or-pitch-whats-the-difference/ I've been selling on the phone, or helping others to cold call on the phone, pretty much my whole adult life.  And here is one thing that I know from experience is absolute fact: If you can find a way to relate to them in the first 30 seconds of a call, then ... http://www.naturaltraining.com/blog/2010/02/08/cold-calling-tip-getting-off-to-a-flying-start/ At Natural Training I do a lot of pitching skills training with companies looking to try and come across as a team. Why?  Because when they are watching you, your audiences (future clients) are trying to work out whether they can actually work with you.  After all, pitches are won or lost on ... http://www.naturaltraining.com/blog/2010/02/06/pitching-skills-teamwork-get-your-handovers-right/ This week I have been catching up on Series 7 of Larry David’s Curb Your Enthusiasm via i-tunes. I love Curb.  It has everything:  great characters brought to life by brilliant actors, ridiculous yet really funny stories that twist around and feed back on each other and that quirky look at ... http://www.naturaltraining.com/blog/2010/02/01/telesales-larry-david-style/