Fret-Free Tele-Selling for the Reluctant Rep
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underscore your understanding.
Keeping good records – paper-based or otherwise – is also particularly important for call-backs and follow-ups. You can’t hope to remember the running order of every call you make. With an up to date database record, you can start where you left off. “Nice to talk to you again, Mrs Prospect, But before we get down to business, how did your son get on in those county try-outs?”
ENCOURAGE OBJECTIONS
If you believe in – and understand thoroughly – what you’re doing, you should have all the ammunition you need to counter almost any objection. And those objections are to be encouraged.
You can bet your pension your prospect has all manner of objections. By getting him to raise them, you can counter them. But if he doesn’t voice them, you’ll never know why you failed to close him.
On
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