There is a lot coming at you in a sales call.
Unfortunately, when I’m working with salespeople on making their calls more effective
– emotional responses are the hardest to overcome.
Not the prospect or customers – their own.
please remember it’s NOT about you!
> There are a lot of reason the person on the other end of the phone isn’t receptive to your message. My experience is that it typically has nothing to do with the salesperson delivering that message!
categorize what you’re hearing before deciding on your response.
> I’ve been listening to calls and notice that many salespeople don’t differentiate between: misunderstanding – resistance – objection – disqualification.
1. misunderstanding – they didn’t hear you OR you didn’t explain something
2. resistance – to having a conversation
3. objection – to doing business together
4. disqualification – they aren’t a good fit for the product/service
Only then determine what you’d like your response to be.
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