Fret-Free Tele-Selling for the Reluctant Rep

Published September 4, 2010 | By Bman

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made a commitment. She felt I was giving her the run-around. Needless to say: ‘No sale’.

I ask you… Who in their right minds, these days, buys without ‘getting it in writing’; seeing the product, or at least something that reinforces the credibility of the offering?

I have a simple outlook on this. If someone asks for literature, they want to find out more; they’re interested.

By that token, I immediately fax or e-mail the information they need to make an informed decision. (I’ve nothing to hide, after all.) Simultaneously, I schedule a date and time for follow up.

Ask yourself: Are you really good enough to sell without a shred of written proof to support your claims? It’s doubtful. And it costs next to nothing to fax over the salient points. (You can take the expensive eight-colour glossy brochure along to your first

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