Steve was very upset when he called me a couple of months ago. “I did exactly what you taught me. I made 1424 dials and presented 171 prospecting offers. I got two appointments and I only made one sale. Am I doing something wrong, or doesn’t High Probability Prospecting work in the insurance industry?”
How long [...]
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Immediately establish rapport on cold-calls by matching your prospect’s voice qualities – tone, pace, and emotion. Matching the emotion, or mood, of your prospect is key. If you begin your call sounding excited when she is not, you will be immediately branded as a salesperson, and the prospect’s guard will be way up.
By matching her [...]
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How may sales opportunities started out strong with the customer calling you first only to be lost to a competitor? What happened?
In a previous article “How to Sell More by Becoming a Buyers ‘Emotional Favorite’”, I discussed how to create a value-added relationship with buyers by leveraging your network to address ALL their needs. [...]
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