You don’t have to speak to a prospect for very long on the telephone before you encounter an objection. There is a natural or should I say instinctive, “knee-jerk†response that people make to anyone (particularly strangers) calling on the telephone trying to...
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...
