It’s called qualifying the customer. it’s a time thing. Time left in life, times spent selling, time spent on the phone, etc. the minutes tick by until none are left on the clock.
Always be ballsy enough to get in the question, in some shape or form, ’are you buying today?’
I’m not sure I like it, but, it seems like Kevin’s got it worked down to a science.
Each customer is gauged by the give and take of the opening moments of the conversation, and then the knife of the question is slipped in in whatever way it is slipped in best, for that particular scenario.
Sometimes the kill is a hair sloppy, sometimes a bit off, but mostly it works out well, re the salesmen giving up their time (life clock) vs the customers in audio who invariably want nothing less than to waste ALL of a salesman’s life.
This is not a knock on this scenario and thread, it is just a open note or relvation of how sales works in a busy environment.
Always be ballsy enough to get in the question, in some shape or form, ’are you buying today?’
I’m not sure I like it, but, it seems like Kevin’s got it worked down to a science.
Each customer is gauged by the give and take of the opening moments of the conversation, and then the knife of the question is slipped in in whatever way it is slipped in best, for that particular scenario.
Sometimes the kill is a hair sloppy, sometimes a bit off, but mostly it works out well, re the salesmen giving up their time (life clock) vs the customers in audio who invariably want nothing less than to waste ALL of a salesman’s life.
This is not a knock on this scenario and thread, it is just a open note or relvation of how sales works in a busy environment.