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This is such an easy place for most sales people to get shut down.
Really. Have you ever actually (before reading this course) gotten through to a decision maker to find yourself stumbling for words?
Dead-air?
Silence?
Not knowing what to say, many times you just try to end the conversation. Just like that. One moment you’re ecstatic that you got through to the boss, the next moment you’re relieved you ended the conversation without an appointment or a sale. Know why?
You weren’t prepared.
If you’ve studied to this point, than you BETTER BE READY TO HAVE SOME BUSTER-BUILDER NAMES TO USE.
Not like this:
“Hi Mr. Johnson, my sister loves your dog-food line. She feeds her dogs your canned beef everyday.”
Nope, that’s not what I’m talking about.
Instead, try this:
“Hi Jamie, Betty (his secretary) was nice enought to put me through. Bill Broderick asked me to call you. I also work with your nephew Steve Downing at Tasty-Tides. Steve told me he would mention to you that I would be calling. I also helped Mary Friedlander out last week before she met you in Vegas for the Dog Grooming show.
Jamie: “What’s this about?” (he’s interested)
Not the normal (“how in the hell did my secretary let you pass) type response that most sales people get who immediately start pitching their product in the first 15 seconds.
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