Fret-Free Tele-Selling for the Reluctant Rep
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meeting.)
SEALING THE DEAL
When you’ve exhausted your repertoire of benefits, and broken down every barrier to the sale, it’s time to go for the order (or the appointment, test drive or whatever). Now, I never cease to marvel at the numbers of would-be tele-sellers who go to pieces at this crucial stage. Having done the hard work – delivered a truly great presentation, and countered every conceivable objection – they… Clam up. Why?
The ‘close’ is not something to be feared. It’s simply a logical conclusion to any sales call. Picture this:
“We’re agreed xxxxx ?”
“Yes.”
“But you need xxxxx ?”
“Of course.”
” xxxxx would fit the bill nicely?”
“Definitely.”
“So the PR257 that we talked about is the ideal solution?”
“Yes.”
“And the price tag of £275 is
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