Special Telephone TechniquesListening is the best way to get to know a seller. Many
times, if you listen long enough, a seller will spill their guts
and reveal their deepest motivations. Write down as much
of the important information as you can. The more you lis-
ten, the closer you get with that seller and the closer they’ll
feel toward you. You’ll be able to better judge when to
move in for the close when you listen to a seller long
enough to understand them.
What happens when you get a seller who doesn’t stop
talking? Honestly, if you have the time, let them talk to
you until they are blue in the face. Chances are, you’ll
make a new friend, and they’ll be open to your attempt to
close for the appointment. But if you really need to get on
to that next call, then wait for a break in the conversation
and just say, “Great, well, I’m going to mail you my info,
and why don’t I follow up with you in a few days and see
how things are going?” Be courteous and creative but
don’t be rude.
Handling Objections
If you are not familiar with objection handling tech-
niques, then this is important information for your success
in this career. For those of you who understand objection
handling, you’ll learn some new tips in this section.
The techniques used in this section of the chapter
should help you handle objections effectively and convert
objections into minor closes, which will pave the way to
the final close. It is important that you stay in control of
the conversation and follow up, follow up, follow up!