Fret-Free Tele-Selling for the Reluctant Rep
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meet their needs, terminate the call… Politely. (But record the outcome in your database. Things change.)
Where need qualification is concerned, the trick is to ask ‘open questions’ – questions that require more than just monosyllabic yes/no answers – to get them talking. This takes you out of the seller-buyer situation, and into the realm of two business people talking together. For example…
“I guess, like all of us, you’re keen to ensure you’re getting very best price:performance out of your existing kit. Can I ask, where do you perceive the weak areas to be in your current hardware/software ensemble?”
“I see from recent press reports you’re now managing projects in the US. That can’t be an easy task, bearing in mind your IT centre is in Holland. How are you handling the logistics…?”
In light of their response, you
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