How do I sustain my conversation with a prospect on the phone? I tend to be very matter of fact?

Answer 1

Bulls, Owls Lambs and Tigers. There are 4 personality types you need to deal with.

Bulls- Will have short questions and want to hear short answers. They are to the point. A bit abrasive. Business first then Social. Black and white. They will give you an answer quickly (Yes or No). Prestigue and statis is most important to the Bull personality (Let him first know that he or she is the boss and has the power in the decision making process, be gentle with this personility. It is usally good to see the Bull one on one.

Owl - This is the thinker, well organized, the communication with this personality must be thought out and well rehursed. The Owl will always have another question for you. Be prepared to sit back for a while to answer a million questions. Business first then social. The owl does not like mistakes (His or Yours) Be detailed with this personality. Go through the presentation A to Z, don't skip A to l , then back to C, this only irritates the Owl personality.

Lambs - Gentle people. They are very difficult because they are always wanting to please others. Hard to get this personality to commit, you can do it but it will take time and energy. Be social with this personality first then talk business (ex. hows the kids, tell how this product/service can help him and or others, etc.)

Tigers - Fun and Exciting. Short attention span, sell the exciting / fun part of your product and service. Be social first then business. Follow up is important for this personality.

I mention these above because when you are talking to a Bull, you need to seel like a bull needs to be sold, When selling a Owl you need to sell like an Owl personality needs to be sold and so on. Wish I had more time to get into this a little more it really works. Good Luck !

Answer 2

Try to be emphatic and listen to what the other guy is saying on the line. Some people buy anthing from anyone who gives them the time of day even if they don't need the product. But don't deviate from your objective.

Answer 3

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