Fret-Free Tele-Selling for the Reluctant Rep
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move on.
“That’s the experience of many of my clients, Mrs Prospect. So, if I could show you how they’ve used our product to solve that problem…”
“I see that turnaround time is real priority. Fortunately, with the new digital presses, we’re able to maintain, and even enhance, our clients’ quality standards, while guaranteeing 48 hour turnaround – from artwork to delivery. How does this compare…?”
Once the real discussion starts, you’ll find yourself thinking like the expert you are – rather than the pedlar you earlier perceived yourself to be.
TAKE NOTES
Use a pad to note prospects’ buying signals and objections. This allows you to let them talk, but ensures you won’t forget to go back and address key points. It also proves you’re listening – allowing you to paraphrase and repeat the prospect’s comments to
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