You Can Sell Anything by Telephone! by Dr. Gary S. Goodman

You Can Sell Anything by Telephone! by Dr. Gary S. Goodman

Author:Dr. Gary S. Goodman
Language: eng
Format: epub
Tags: SOC035000
Publisher: Simon & Schuster
Published: 1984-07-15T00:00:00+00:00

The Inactive Account Approach

Whenever I hold a seminar, I ask the participants if they believe their inactive accounts are valuable, and without exception the answer is “yes.” Most of us are a little afraid of speaking to those with whom we used to do business because we think that they’ll be sorry to hear from us again.

More often than not, it’s the other way around. Our inactive accounts are delighted to hear from us again after finding that our replacement wasn’t nearly as suitable as the client once believed.

If there is any bad blood that remains, we can try to understand its foundation and see what can be done to overcome it. It’s really pretty easy because the key skill involved is listening.

“Hello, Ms. Johnson? This is Gary Goodman with Goodman Communications. How have you been???

“Well, that’s good. I was looking over my records the other day and I noticed that we haven’t had much of a chance to do any business lately, and I was simply wondering why this might be?”

As you guessed, this is the time to button our lips and listen. We may hear that we lost the client’s business because they didn’t like our salespeople, or something simply rubbed them the wrong way that they never got up the gumption to let us know about. Whatever the reason, the best thing to do is to listen politely and ask what can be done to make up for the misunderstanding, or offer a remedy of our own.

I’ve found that people are really very forgiving and generous when we show the courage and character to admit our shortcomings and solicit constructive criticism. The reward is usually another shot at the business.


Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.
Popular ebooks
Influence: The Psychology of Persuasion by Robert B. Cialdini(3771)
Man-made Catastrophes and Risk Information Concealment by Dmitry Chernov & Didier Sornette(3734)
The Miracle Morning by Hal Elrod(3360)
The Hacking of the American Mind by Robert H. Lustig(3064)
Pre-Suasion: A Revolutionary Way to Influence and Persuade by Robert Cialdini(2908)
Unlabel: Selling You Without Selling Out by Marc Ecko(2560)
Who Can You Trust? by Rachel Botsman(2483)
Kick Ass in College: Highest Rated "How to Study in College" Book | 77 Ninja Study Skills Tips and Career Strategies | Motivational for College Students: A Guerrilla Guide to College Success by Fox Gunnar(2452)
Hidden Persuasion: 33 psychological influence techniques in advertising by Marc Andrews & Matthijs van Leeuwen & Rick van Baaren(2365)
Purple Cow by Seth Godin(2354)
Ogilvy on Advertising by David Ogilvy(2127)
This Is Marketing by Seth Godin(2098)
The Marketing Plan Handbook: Develop Big-Picture Marketing Plans for Pennies on the Dollar by Robert W. Bly(2073)
The Power of Broke by Daymond John(2036)
I Live in the Future & Here's How It Works by Nick Bilton(2005)
The 46 Rules of Genius: An Innovator's Guide to Creativity (Voices That Matter) by Marty Neumeier(1996)
Draw to Win: A Crash Course on How to Lead, Sell, and Innovate With Your Visual Mind by Dan Roam(1985)
Building a StoryBrand by Donald Miller(1933)
Market Wizards by Jack D. Schwager(1892)
SEO 2018: Learn search engine optimization with smart internet marketing strategies by Adam Clarke(1849)