The Real Secrets of the Top 20%: How to Double Your Income Selling Over the Phone by Brooks Mike

Author:Brooks, Mike [Brooks, Mike]
Language: eng
Format: epub
Publisher: Sales Gravy Press
Published: 2010-09-03T16:00:00+00:00

One of the biggest reasons sales reps don’t listen is they are too busy thinking about what they are going to say next. This is especially dangerous during the qualification stage when your prospect is revealing why they will and why they won’t buy. This is why you must script your questions! By using a script, you’ll be able to really listen and pay full attention to what your prospect is saying.

Don’t interrupt

I can’t tell you how many times I hear sales reps interrupting and talking over their prospects. Not only is this rude and disrespectful, but it demonstrates to their prospect that they are not really listening.

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