Phoning to Get Appointments

Rejection and the fear associated with rejection hold back many salespeople from mastering the skill needed for obtaining appointments. That fear coupled with an incomplete skill set and techniques is a prescription for failure. And the failure manifests itself as call reluctance. When asking your salespeople about making appointments… Do…

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Handling Objections

How about never getting sales objections in the first place? Most objections are created by salespeople. They aren’t good at finding out what the customer wants and then make presentations or offers that are objected to. It is a symptom of a weak-selling process that is rooted in traditional sales…

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