LESSON 28Make It a Game
You should have fun every day while selling. People love to laugh, and most people have a good sense of humor. It’s important to incorporate appropriate, friendly humor and fun into sales calls each day. Author Robert Shook seems to agree. Some years back, he wrote a book titled, I’ll Get Back to You. It contained 156 ways of guaranteeing people would return your phone call.
Here are some techniques I used more than 20 years ago. When I couldn’t get people to return my calls, I sent them a fax and asked them to pick one reason they didn’t call back:
• You lost my messages and forgot to call back.
• You are just not interested.
• You hoped I would just give up and go away.
• You are on vacation for a long, long time.
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