Fret-Free Tele-Selling for the Reluctant Rep

Published September 4, 2010 | By Bman

Page : 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 ALL

Now go to it (and remember: the clock’s ticking).

THE SIXTY-SECOND SCRIPT

Earlier, I used the term ‘script’. I shouldn’t have. I don’t like scripts. They’ve an alarming tendency to make you sound rather like an automaton. Worse still, if the prospect diverts the discussion away from your carefully-prepared conversational flowchart, you’ll find yourself in trouble. You’ll start to flounder.

So as an alternative, I recommend a checklist of key points – the issues you wish to raise – backed up by the confidence that comes only with solid product knowledge. But I add a caveat.

You do need a starting point for your call. During the first 30 seconds, you’ll have to deliver an uninterrupted monologue. In that time you need to qualify the prospect (confirm they are in charge of procuring whatever service you happen to

Page : 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 ALL