CHAPTER 2Managing Time and Information for Profitability
PHONE SALES CHALLENGE – Anthony, in IT placement, tells us: “I called a customer earlier today and was actually surprised when he answered the phone. Then I tried to find my notes from our previous conversation and they had disappeared!”
Too often, sales pros get lost in thinking they don’t have time to dig around for or keep track of details on customers. The focus is the phone call, the moment, right? Not even close! Today’s customer doesn’t have time for glib conversation. Unless you can offer something directly relevant to the customer’s challenges in the very first breath, you are revealing that you’re just another nuisance call. You might even be experiencing exchanges like these: ...
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