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this is a big topic today!
Qualification is key,find out everything you need to know on that call:
1. Is he/she the decision maker?
2. What is the timescale for a decision
3. What is the budget
4. When does it need to be completed
5. What will be the process for making a decision
With this information you will have everything you need to know to make a decision on whether this is a genuine opportunity or someone "thinking about it".
Don't try to "sell" people cansmell it a mile off. Be yourself and let your personality shine through.
You canbe taught a million and one ways to approach a prospect over the phone bu what it really comes down to is that you are polite, you speak clearly, you understand your product and can answer their questions, and you agree a next step, whether that is making a purchase, sending info or arranging to meet them.
You have heard it a million times but its true:
People buy from people. Don't be something your not.
Michael
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