Fret-Free Tele-Selling for the Reluctant Rep

Published September 4, 2010 | By Bman

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But first we must tackle the minutiae.

And in dealing with those minutiae, never get defensive – even if your prospects objections transcend spurious. Instead, manipulate the conversation, deftly steering the prospect round to your way of thinking (that’s allowed; you’re paying for the call).

Bear in mind that people like to hear opinions that support their point of view – however ‘off the wall’ those points of view may be. So reassure them, with comments like ‘Yes I take your point. And apropos of that, have you considered (something completely different)…”

Similarly, you should always have fallback options at your disposal – in terms of products and payment terms. If you’ve only one product to offer, and one way to pay, your prospect has to make a binary – yes/no – decision. So don’t be surprised if he favours the

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