Fret-Free Tele-Selling for the Reluctant Rep

Published September 4, 2010 | By Bman

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prospect her preferred next step – saying something like: “What do you want me to do for you next…” I don’t hold with this, as I believe it’s a good way to lose control of the conversation. But if you’re comfortable with it, that’s fine. (And of course if that next step’s to ‘put it in writing’ – then do so. Within 24 hours.)

CLOSE, CLOSE AND CLOSE AGAIN

Remember that old adage, ‘the show’s not over till the fat lady sings’?

Financial advisers and timeshare sales people – to name but two – have the problem of a little thing called the cooling off period (also known as ‘your right to change your mind’). That means the customer can cancel their cheque, standing order or whatever, at any time pre-delivery.

So having done the hard part… Do it again.

Always follow up – under some plausible, customer-centred

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