Handling objections on the phone

Two ways to handle objections Handling objections can give salespeople problems.  They feel they should have the answer for every objection the client throws at them.  Let me share with you an analogy of two boxers. The first boxer, Joe Frazier was a big hulk of a man who went in fighting with all arms blazing and, through brute force, overcame his opponents.  He wasn't an elegant fighter and made hard work of his bouts.  He could take punches but was usually strong enough to take them.  Eventually he took…

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Listening on the Telephone

Listening on the telephone in fact listening in general, has to be one of the hardest things to do continuously.  Yes we can all listen for five minute bursts but to do it all day every day, just has to be hard graft. So next time you feel your listening ability has taken an early bath imagine your very own personal volume control. Podcast Version

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Rapport is Common Ground

A couple of years' ago I lived on a typical family estate with 3 and 4 bedroom homes, each with three children, two dogs and one barbeque. Every November I received a box of poppies from the Royal British Legion and I would knock on doors to see how many poppies I could sell. Each year I raised a consistent £35 or so. People weren't reticent about buying poppies after all it's an amazing cause. The problem was that many people had already bought their poppy or had signed up…

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