Saving Gas and Selling More 5 Secrets of Top 20% Producers
your success in today’s economic environment.
Here are 5 Secrets of Top 20% producers and 5 critical phone skills you need to master today:
Secret #1: Use the phone to disqualify prospects rather than qualify them. With prospects taking longer to make a decision, the last thing you want to do is set a bunch of unqualified or so/so appointments and then spend your time, energy, and gas running around accomplishing nothing.
So do what the Top 20% do: when they get an answer that gives them that feeling in their gut (what I call a Red Flag), stop and qualify it! Ask the tough questions. For example, if your prospect says you can drop something off if you wish, ask:
“I’d be happy to. And let me ask you, after you see the information when are you planning to make a decision on it?”
Or,
“I’d be happy to. What do you need to see in it to move
