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The selling process and objection handlers

Stephan Scfiffman says there are four steps to an ideal selling process: Qualify/Open, Information, Presentation, and Close. After the initial greeting and qualifying step you reach a critical point where the prospect is likely try to drop out of the conversation. If...

Ask the “do” questions

I’ve been searching for a house to buy as a rental investment. I’ve looked at dozens of houses over the past few weeks and had four or five different real-estate agents show me round. Some of the agents ask me what I am looking for and listen to my reply. Others...

Five ways you can increase your income

In Stephan Schiffman book, Telesales, he talks about the five ways you can increase your income. In my last blog I said that you needed to measure your dials, discussions, presentations, and number of sales. Let’s say you track your calls and you have the following...

Ratios hour by hour

I stated in my last blog that telesales was a numbers game. But that isn’t really the whole story. In fact some experts would argue that selling is not a numbers game; it’s a ratios game. It’s about the ratio of dials you make to sales or appointments you set....