Mastering the Art of Present-Moment-Selling
sounding as if you are IN THE MOMENT WITH THE PROSPECT, are essential to succeeding.
But I should note that you can be in the moment, but if the prospect isn’t, you’re not going to make a sale. So, taking rhe time to ask how they are and to listen for their responses, is crucial.
For instance, if they sound distracted, as if they’re having a conversation with someone else while you’re on the phone, pause for s second or two. It makes no sense to continue without their attention.
If they force you out of your comfort zone, by barking, “Let’s cut to the chase!” you’re going to be tempted to skip over vital information that they need to hear, without which they cannot intelligently buy.
Say, “I’ll make it brief,” but don’t leave anything out! If they interrupt, let them go, telling them you’ll call back when
