STEPHAN SCHIFFMAN'S TELESALES Second Edition by STEPHAN SCHIFFMAN;

Author:STEPHAN SCHIFFMAN;
Language: eng
Format: epub
Tags: epub, ebook
Publisher: Stephan Schiffman
Published: 2003-07-15T00:00:00+00:00

I promise you that you will be amazed at the information you will uncover when you ask this question and wait confidently for the answer. The ultimate goal of your conversation is to launch the first “good call” — the Initial Contact that marks the beginning of the sales process in the telesales environment. I have come across no better way to initiate that call than by using some version of the question you just read to enter the second, information-gathering step of the sale.

Action Item

Develop two questions you can use to get a response at the outset of the call.

Write each in your notebook. Be sure one of the questions is a variation on “Why aren't you working with us now?” Practice saying each question out loud at least ten times.

The point of your initial calling approach is to elicit an initial response. That response is likely to be negative, and it's likely to sound very imposing. Keep reading to find out why … as we take a short detour to …

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