Fret-Free Tele-Selling for the Reluctant Rep
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be offering) then to explain:
? Who you are,
? the name of your company,
? and the reason for your call.
And the reason for your call is… To solve their problem.
But what is the prospect’s problem, you ask. And well you might. For, of course, you don’t necessarily know until she starts talking. So once the preliminary – pre-scripted – niceties are out of the way, you should turn your attention quickly to need qualification; to determining what the prospect’s needs are, in order that you may tailor your pitch to meet them.
IDENTIFYING THE NEED
Depending on your particular offering, it’s usually possible to tailor a package of benefits to meet the needs of the target customer. But if you can’t… Don’t try. You should never attempt to fit a square peg into a round hole. If there’s no way you can
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