The Payoff
Not only new sales reps but experienced ones as well can get caught up in the frenetic nature of the phone-selling situation. Salespeople often say, “I have to get it all out in a short period of time. Everybody’s busy.” So, instead of calmly and strategically approaching the call, the salesperson blurts out random benefits or loses focus during the call.
Think about how the line results of a lie detector test look. When the person in the chair is answering expected, easy questions in a truthful way, the line is smooth and flowing. But, when brain activity becomes frantic from confusion or second-guessing, the line shows up as erratic and zigzagged. Your customers perceive this seat-of-the-pants behavior in you and respond to it negatively. ...
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