 1.
Keeping your foot out of your mouth
- 7 questions that get the answers you want.
- Practice Problem/Need/Solution technique to change
their beliefs about you and your product/service.
- The Eureka! technique will show you what to say, what
questions to ask, and what will be expected of you.
- Use the Internet to do your research and homework before
you call.
2. Getting your foot in the door
- Use 2 voice mail techniques to get them to take your
phone calls.
- Get permission to meet with them by distinguishing
yourself from your competition in less than 30 seconds.
- Follow 5 steps to create your own mail program that
will ensure they take your first call.
3. First impressions are everything
- It's the "trivial" things you do that instill,
or lose, trust. Understand the words and body language skills that will
get you the appointment.
- Should you send a brochure before you call? If you
do, find out what that says about you.
4. Get your calls returned
- Strategies that obligate the prospect to call you back.
- If you ask this very simple question, you will double
your chances they will return you call.
- Use "Just the Fax" to increase your chances
of getting calls returned.
- When do you give up? There's a difference between being
persistent and stalking.
5. Thinking on your feet
- Use the Magic 6 technique to predict what others will
do and say.
- Understand the 4 basic personalities, and what motivates
each to make an appointment with you.
- There's a large group of people who are turned off
by you and how you talk with them. Find out who they are and what you
can do about it.
- Look for specific nonverbal clues. You will know the
answers and what to do before they even speak.
- Pinocchio and Bill Clinton were right: Look at someone's
nose to see if they are telling the truth.
6. Keeping your foot in the door
- If you can't be the #1 vendor on their list, use two
proven strategies to position yourself to be #2.
- Use e-mail techniques that will make your prospects
want to hear from you.
- Use voice mail to keep your name in front of them,
so when they're ready to buy they'll think of you first.
CD Price: $65.95
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