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July '10 posts
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Margaret MacKenzie | 
09th Jul 2010 at 10:37 | 787 views | 
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Cold Calling - Fear of Objection
An objection is not a rejection; it is simply a request for more information. - Bo Bennett.
You have overcome your fear of rejection, made that call and are now actually speaking to your prospect. Now is not the time for a stunned silence, (precipitated by the shock of actually getting through), but a chance to start building the relationship you want. Don’t be embarrassed about the fact that you are selling something, but do be honest about it. There is very little more irritating in life, than callers who say ‘I’m not trying to sell you anything’, when it is patently obvious that they are.
You gather your wits, you explain why you have called and, (because you understand the value of questioning in a sales call), you have asked your prospect some pertinent questions and listened to the response. You would now like to make an appointment, in order to explain your solution to the prospect’s problem in more de...
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