Hot Tips No 4

Greetings!

If you have a strong belief about something, chances are youre able to explain why, with conviction.

On the other hand, if someone says something that is not completely truthful, or something they dont believe strongly in, they will hesitate, hem and haw or exhibit other nervous behavior when questioned. The same is true if they dont have reasons for their beliefs.

Likewise, some prospects may not be clear in their expression of objections, or they might throw out some objections as stalling techniques. To clarify the situation, ask them to repeat, or explain their statement.

For example,

"Mr. Davis, Im not sure I fully understood what you just said. Will you please repeat that for me?"

"Or, "Pat, I heard what you said, but Im not following the reasoning. Would you mind explaining it for me?"

"Im not following. Could you explain?"

If their objection is truly a legitimate one, their explanation will provide you with information which will help you address it.

If, on the other hand, they are just stalling, your question will help to smoke out the real objection.

Either way, you win!

If you enjoy and profit from these Tips, would you do me, and a few friends a favor? Please forward this issue along to several people in your address book, or co-workers, vendors, friends ... anyone who could benefit, along with your recommendation that they subscribe, and take a look at the back issues at http://www.businessbyphone.com/backissues.htm

Thanks!

QUOTE OF THE WEEK
"The right word may be effective, but no word was ever
as effective as a rightly-timed pause."
Mark Twain

Go and have your best week ever!

Art

Reprinted with permission from Art Sobczak’s "TelE-Sales Hot Tips of the Week

About the Author
Art Sobczak


arts@businessbyphone.com
http://www.businessbyphone.com