All men are born equal. But in sales there is a strong danger that the sales person becomes subservient to the costumer. This is NOT the best way to sell. It shows a lack of belief in yourself and a lack of belief in the product. Customers will pick up on that and bend you over when it comes to price.
If your yield (value by product) is lower than your colleague's 9 time out of 10 this is the problem.
The clients should respect you as an equal. You are providing them with a service or product that helps them do business. Without your product their business is worse off.
Are you using phrases like "I'm just calling..." "would it be alright if I called you back at..."?
You are not just calling. You are calling. You will call them back at.... If that time isn't suitable they'll tell you. Don't ask their permission you are an adult. feel free to say "when would it be best to get back?" but don't give them the option of saying no. Your product is good. It's so good that they should take the time hear about it.
I heard one of my best guys say. "you are really going to like this. Put an hour aside this week and I'll show you why." Perfect.
Its all about confidence confidence in your self and confidence in your product. people are attracted to confidence. It is much easier to build rapport if you know beyond doubt that your product is the best and offers value for money.
I'll talk another time about building confidence and price analysis but for the time remember....
YOU'RE A TIGER. :)
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