Fret-Free Tele-Selling for the Reluctant Rep
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rep? OK; position yourself as a financial consultant. You run a mailing house? How about direct marketing and communications consultant? You get the idea.
NEVER PREJUDGE
People deal with people they like – and people that are like them (in their speech, opinion and demeanour). You should therefore note your prospect’s mood, and respond in kind. (Unless he’s hostile – in which case, don’t).
And never pre-judge: Old miseries make orders, too. To my great surprise, I continue to do business with clients who – at first hearing – appeared more likely to shoot me on sight than give me an order. But that – as my old Mum was so fond of saying – ‘is just their way’.
It goes without saying that you should never get into an argument with the prospect – however asinine her objections. (If you burn your bridges, you can’t call back
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