Fret-Free Tele-Selling for the Reluctant Rep

Published September 4, 2010 | By Bman

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or ‘Could you spare me five minutes, right now?’ If the answer’s yes, you can proceed to your ‘script’, with a clear conscience.

Note: Many ‘professional’ tele-sales people will tell you never to ask whether this is a good time. They’d have you believe that the question gives your prospect the chance to say ‘Well actually no’. Ignore their advice. If you are interrupting your prospect, you won’t get the outcome you want. He’ll have just one objective throughout the call – and that’s to get you off the phone, as quickly as possible. So, if he is busy when you call, arrange to call back at a more convenient time. In my opinion, it’s a matter of simple courtesy.

Similarly, if – by happy chance – they can free up a little time for you right away, reassure them by reiterating exactly how long the call will take. And stick to that timeframe.

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