If you sell on the phone, please don’t do to prospects what a sales rep recently did to me. I had called to inquire about their roofing service and was immediately hosed with a flood of information about the company, its history, their various services, the different types of roof I might get, their reliability, etc. When I thanked her and replied I would need to review what she said and look at their website, she ended by inviting me to call her back with any questions. (Not likely.)
“Slow Down. You Move Too Fast.” Simon & Garfunkel
Long on enthusiasm, but short on sales skill, this rep needed to
First, ask me some basic questions about my need
Second, find out where I was in my decision-making process
Third, educate me as to what criteria I should use to make my decision
Fourth, lead me to an appreciation of why I should choose her company
Fifth,
