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Make The Sale Happen Before Lunch by Stephan Schiffman

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RULE 8 Expect Negative Initial Responses

There’s a woman in Canada who’s taken our training program and applied it to her phone prospecting work. She takes any negative response she gets from a contact and uses it as a transition to schedule an appointment. If the person says, “I can’t meet with you, I have no money,” she says, “You know what? I think that’s why we really ought to get together. How’s Tuesday at two?” If the person says, “I don’t know anything about your firm,” she says, “You know what? I think that’s why we really ought to get together. How’s Tuesday at two?” If the person says, “We had a really horrible experience with your company the last time around, she says, “You know what? I think that’s why we really ought to get together. ...

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