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So, no fear, then you talk to the client

Posted by Phil on July 17, 2002, at 10:55:43

In reply to The 7 fears to overcome to succed in sales -part 4, posted by Lou Pilder on July 17, 2002, at 10:21:25

You are both calm and talking like old buds. Say you're selling insurance. The buyer has been with
Farmer's Farm for 25 years. Although during that time, for two years he tried your company, State of Grace. The two years he was with your company was bad from the start. Then rate hikes, unpaid claims, can't get anyone on the phone. He goes back to the efficient Farmer's Farm and is happy again. He has a new neighbor that uses State of Grace and he's having trouble getting a simple claim paid.
Your customer looks at you like you're nuts when you say your companies name. Considering he'll even talk to you, you're brand new and know squat about insurance. How do you make your product attractive to him, when you know it's not competitive? How can you talk about your product's finer details when you just started today? You know nothing and this guy has a whole lotta money that your company wants transferred from his pocket to the companies pocket(probably just to the CEO and his cronies).
Okay Lou, it's showtime! :-)




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