Fret-Free Tele-Selling for the Reluctant Rep

Published September 4, 2010 | By Bman

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to your competitors – particularly if they’re selling on price. If their charging structure is unrealistically aggressive, they may be out of business before the prospect finally signs on the dotted line.

So make a point of calling back to reiterate your case, just before the deal is scheduled to be done (there’s many a slip, twixt cup and lip). And keep in touch, even if the prospect does choose someone else THIS TIME. Because who knows what they’ll do next time? (The supplier could slip up, go bust, discontinue its service arrangements…)

PLEASE SEND ME A BROCHURE

High pressure sales folk get turned off by this. It’s ingrained in their psyche: Never send a brochure; always go for the appointment or sale.

One publishing sales rep actually lost her cool with me, because I wanted to see a copy of her publication before I

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