Call Reluctance And Telephone Calling
• Call Reluctance comes from a fear of being rejected.
• No body wants to know what you will do we all want to know what you did do.
• Using the Telephone to make Appointment.• How to Bypass the Secretary or Gatekeeper.
Questions are the Answer
• Selling is not Telling it is Asking questions.• Open ended question• Close ended question• The Power of Silence• Power of Listing
Listening is Caring
• Listening Versus Hearing.• Barriers effective communication.
POSITIVE COMMUNICATION FOR SELLING
• Communication.• Non-verbal communication.• Verbal communication.• What are buying signals• What are rejection signals
Uncovering the need
• Visible• invisible
ABC of Selling• ALWAYS BE CLOSING• Up Selling• Cross Selling