Books
Kerry Johnson

Phone Sales

    Mandy Izabelhas quoted3 months ago
    If you’re trying to sell a product like a pen to your prospect over the telephone, ask questions like, “Do you erase your writing very often?” “Do you like pens that conform to your hand?” “Do you like thin or fat pens, or any particular style of pen?” “When using mechanical pencils, Mr. Jones, where do you like to clip them—on the top, the bottom? Where is it most comfortable?” This is just good, plain, basic fact finding.
    Here’s a rule: never present your ideas without first finding what your prospect wants—even if your prospect asks specific questions about your product
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