- October 1, 2009
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What Your Prospect Says Is More Than Just A Distraction
My observation from dealing with hundreds of sellers on the phone—and please don’t assume this is a cold caller issue alone as a great many sellers make these mistakes whether on the phone or in-person although they seem to be more prevalent in phone conversations—is they cannot distinguish between a straightforward question about their product or service, an objection to purchasing, and a direct statement ending the conversation. But if we sellers want to be relevant to prospects, we better learn the communication skills that have always been one of the hallmarks of the top sellers.
