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Look at the video included in this month’s newsletter. I find the sight of that vehicle ploughing through the flood amazing and it makes me think that they have used the same 3 P’s that I use when getting ready for my winter calls;
For me it means focussing on less calls and increasing my effectiveness by spending more time doing the research and homework. If I do not think I can add value, I have stopped approaching a prospect. This sounds like I pre-judge quickly – not so. I consider slowly and thoroughly.
Time to work out the details of my approach.
If you have done the first two steps correctly then you can gain their interest in the first two minutes and proceed to the appointment.
Good luck this winter. Be like the fire fighters and get through to the other side.
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Making Ideas Productive - Create and develop business and marketing ideas
Pre-handling Objections - When training I’m often ask if there are any objections that come up all the time
Handling Price Objections - The price objection is the one that we hear often and it’s important that we have a way in dealing with it.
The New Marketing Playing Field -