Annuity Appointment Setting: Super Sales Techniques
almost every time we asked for something:
“Mommy, can I have a cookie?”
“No.”
“Daddy, can I drive the car?”
“No.”
Your job as a professional salesperson is to understand that humans are hardwired to respond to practically any proposition with the word, “No.” It’s how our circuits work. Negative responses can range from a simple ‘no’ to a blistering harangue. Your steadfast, automatic response must be to pull the plug, short-circuit the connection, neutralize the way your prospect’s mind works.
Try the old ‘feel, felt, found’: “I CAN CERTAINLY UNDERSTAND HOW YOU FEEL, MRS. JONES. A LOT OF PEOPLE I TALK TO INCLUDING A FEW OF YOUR NEIGHBORS FELT THE SAME WAY AT FIRST. BUT AFTER THEY UNDERSTOOD THE PROBLEM AND HOW SIMPLE THE SOLUTION WAS, THEY FOUND THEY WERE
