Smart Calling

negative recommendations.
Make positive recommendations and then pause, regardless of how awkward the silence might feel.

Don’t talk yourself out of a sale.
Shut up.
Don’t make

For example, a sales rep for a construction contractor could say, “We specialize in working with landlords whose properties failed building inspections and fix them so they pass.”

Free is not a benefit in and of itself, but countless salespeople seem to think it is, and they use it to try to create interest.

They become interested and buy because they see a photo of the end result, with themselves in the picture.

create Possible Value Propositions

I’d like to ask a few questions to see if I could provide you some information.”

We’ve been able to help other companies in the same situation lo

Suzanne, I understand that you are in the process of

the early days, Borba made 60 prospecting calls a day. Although he is now, five years later, an established celebrity in the skin care field, he still makes prospecting calls