What to do if you're too scared to talk on the phone???

by wb_man
35 replies
I don't know why but I'm too scared to talk to business owners on the phone. Something about it turns me into a complete coward.
Maybe it's because you can't see them and you're trying to sell them your services.

I'd prefer to meet them in person but my location isn't that good. So I need to travel a lot which I don't really want to do.

Should I hire telemarketers/salespeople to sell my services for me? So I act like the boss/owner and I hire people to do work for me. For example, you own a restaurant but you can't cook so you hire people to cook.

Or maybe I should stop being a coward and practice talking to business owners on the phone to see if I can actually do it or not.
#phone #scared #talk
  • Profile picture of the author kenmichaels
    Originally Posted by wb_man View Post

    I don't know why but I'm too scared to talk to business owners on the phone. Something about it turns me into a complete coward.
    Maybe it's because you can't see them and you're trying to sell them your services.

    I'd prefer to meet them in person but my location isn't that good. So I need to travel a lot which I don't really want to do.

    Should I hire telemarketers/salespeople to sell my services for me? So I act like the boss/owner and I hire people to do work for me. For example, you own a restaurant but you can't cook so you hire people to cook.

    Or maybe I should stop being a coward and practice talking to business owners on the phone to see if I can actually do it or not.

    You answered your own question with this line -

    Or maybe I should stop being a coward and practice talking to business owners on the phone to see if I can actually do it or not.

    Now in all fairness to yourself, you should take a moment and realize that the fear comes from somewhere.
    It most likely isn't even fear.

    Chances are you are uncomfortable with a part or all of the actual "turn a prospect into a client" process.
    ... or even more likely, you don't believe in your product / service / or yourself.

    Doesn't matter what you do if that last line is true. You will be destined for failure. Be it 2 days
    2 months or 2 years.

    What you need to do is figure out what you actually have a problem with.
    From there you can get real help. Then you can make real changes.

    Anything else is a guess and a band aid. Including hiring people to do what you cant/wont.
    If you don't believe me ... ask yourself if you would indeed follow someone not willing or able
    to do the job ... then understand, they will find out eventually, it is just a matter of time.
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  • Profile picture of the author JKirby
    Fear is an intangible problem that is created by you. If you can create it you can also destroy it. You need to be confident enough in your own services to get on the phone.

    It's YOUR business, it's your money on the line. No one will be as passionate about your business as you will be. No one. If you're unwilling to do something, or at least learn how to do it, how will you teach a telemarketer how to do something? How will you design a script when you don't even want to hop on a phone?

    I'm not saying you HAVE to cold call, that's not the point. There are dozens of other prospecting mediums you can use to run a business. If you don't like talking on the phone however, you're in trouble. Not all your prospects will be able to sit down and meet with you. You'll have to close them on the phone eventually.

    In short, never hire someone to do a job that you will not do yourself.
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    • Profile picture of the author savidge4
      Originally Posted by JKirby View Post

      never hire someone to do a job that you will not do yourself.
      Just thought that should be said again
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      • Profile picture of the author mjbmedia
        Originally Posted by savidge4 View Post

        Just thought that should be said again
        I totally disagree, Branson hires people to do things he would never do, Trump does too, most successful people do.

        Anyway we are digressing, for me Ken hit the nail on the head with 'if you don't believe in your product ,service or yourself you will struggle.

        To the OP, have you ever successfully delivered what you are trying to offer whether to a client , as a freebie or for yourself? If not then do that part first off so you can have some belief and talk from real experience , if you have already then well still take Kens advice and discover what the real cause is.

        I struggle still at times, but what I used to do is Id ring businesses that I didn't really want to say yes but I used them as practice fodder , Id aim to get so far through a conversation and a bit further each 5th or so person I spoke to , that might help you? Once you get through the spiel X number of times it becomes easier , but of course if you lack the belief then any questioning done by the prospect could see you coming unstuck, so have some answers typed out ready to give to the expected usual questions , or even better in time tweak your approach so you answer those questions before theyre asked .

        But yeh youre not alone mate, lots of people struggle , unless you hire a well established clearly successful telemarketing outfit (which may be your best bet to be honest, a company set up solely to do telemarketing for multiple clients rather than an outsourcing to A N other, how will you know the ones you hire are any good
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        • Profile picture of the author JKirby
          Originally Posted by mjbmedia View Post

          I totally disagree, Branson hires people to do things he would never do, Trump does too, most successful people do.
          Right, when they are successful, sure outsource and hire people to do things you don't want to do. But do you honestly think people like Trump or Branson sat at their desk and said... "I don't want to do ___. I'll just hire someone to do it." No. I can guarantee you that everyone everywhere did everything once themselves. That way, they know what it's like, and how they want it done. Sure things like marketing/PR etc are a bit different.

          But we're not talking about secondary jobs here. Successful people would not leave something to chance just because they don't want to do something. The point wasn't to get any business owner to do everything, but the point is to NEVER hire someone to do a mandatory job in your business that you are just unwilling to do yourself.

          Sure, when a business owner is successful and wants to try new things? Go for it. But when you are starting out, and just are too scared or fresh to do something, the worst thing you can do is just hire someone.

          Also, I've done dozens of telemarketing jobs in my career and have trained and consulted for phone rooms. I can smell someone who obviously hasn't hopped on the phone yet when they are training someone. It reeks of "Uh, you know how to do this..." over and over again. Their goals and objectives tend to be completely unrealistic, and when you start having issues. My first step, other than hopping on the phones myself, is to get their bosses/trainers back on the phone. It doesn't matter if they don't want to do it, they have to at least be willing to jump in and see what it's like!

          I'm sure if Trump or Branson's business model depended on them doing something they'd rather hire out, I guarantee you they'd do it for their own sake. They wouldn't spin their thumbs and wait for someone to get hired.

          But yeh youre not alone mate, lots of people struggle , unless you hire a well established clearly successful telemarketing outfit (which may be your best bet to be honest, a company set up solely to do telemarketing for multiple clients rather than an outsourcing to A N other, how will you know the ones you hire are any good
          When people have no basis or idea on how their product sells, this is a very risky move. He has to at least understand the basic rebuttals and responses his service/product is getting before hiring someone else to do it, otherwise he's looking at a full month of just wasted calls and money before they can really start to hamper down and fix things.

          Not every business needs to cold call. I fully understand that. But every business will eventually need a closing-phase that incorporates an interaction between owner and owner (or decision maker). A business model has a very serious problem when the owner doesn't provide the services, doesn't sell the services and doesn't prospect their own services.

          Sure people still run businesses like that, but the initial capital involved is outrageous.



          EDIT: Most marketers undoubtfully outsource a portion of their marketing strategy. That's running an efficient business. However, if you can't provide the services yourself, you at the very least need to understand the process so you can get your outsourcers to do the correct work. Example: SEO. I may not have the time, desire or mindset to do my own SEO services. However, I'll be damned if I can't rank my own lead generation site. I'll be damned if I can't talk to my outsourcing team about SEO and the requirements that they provide. Just because you have a good fulfillment team that you don't have to micromanage, doesn't mean you can just brush it off and move along. You have to have at least experience and/or superior knowledge in order to outsource correctly or you're wasting time and money.
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          • Profile picture of the author mjbmedia
            Originally Posted by JKirby View Post

            Right, when they are successful, sure outsource and hire people to do things you don't want to do. But do you honestly think people like Trump or Branson sat at their desk and said... "I don't want to do ___. I'll just hire someone to do it." .
            yes, and it makes perfect business sense to do so.

            You can ALWAYS make more money, you can NEVER create more time . You only have 24 hours in every day so only idiots and paupers spend time to save money , why spend time (that you can never get back and will only ever have a finite amount of) getting able to do something that you don't enjoy , you aren't good at and you don't intend to do in your business yourself, when you can spend (invest) money (that you will make back ) and far less time to get a well established third party to do it for you.
            Well established telemarketing companies don't need people like the OP to spoon feed them the information such as how to overcome the objections etc etc , they'll already get all that from their extensive experience, that's why they work for the likes of blue chip companies etc, now before you say the OP wouldn't be able to stretch to using the likes of these companies, they absolutely would if IF they have their metrics right as the well established telemarketing company will create more appointments and leads and sales so making the investment pretty much a no brainer IF the metrics are set up right by the OP.

            Its the same as outsourcing the accounts, corporation tax , VAT, legal side etc of business, people don't bother learning all that as they know they can and do outsource that to well established companies that do this day in day out, there's no reason not to also do this for the telemarketing / lead gen .

            Now if the OP and others only want to think one man business size forever then fair enough this might not be for them, if they really want to grow then this is the way for them.
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            • Profile picture of the author hometutor
              Originally Posted by mjbmedia View Post

              yes, and it makes perfect business sense to do so.

              You can ALWAYS make more money, you can NEVER create more time . You only have 24 hours in every day so only idiots and paupers spend time to save money ,.
              Slightly OT, but I've noticed a lot of my "competitors" in the computer repair field have employee minds. They work alone and want to do everything themselves. If they cannot do it they don't even think of hiring.

              Rick
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              • Profile picture of the author mjbmedia
                Originally Posted by hometutor View Post

                Slightly OT, but I've noticed a lot of my "competitors" in the computer repair field have employee minds. They work alone and want to do everything themselves. If they cannot do it they don't even think of hiring.

                Rick
                yeh I agree, Thursday evening I was talking with owner of a local hotel chain at an event and towards the end I said well if you know of anyone that needs help with their business, remember me, he said what was it I did (as he suddenly realised he hadn't asked so good had the chat been (seriously it was good and non business)) so I said blah blah marketing social media internet ..... at hearing interent he said ahh you know about the internet, I thought and said yes, he wants his wifi to be improved in some rooms as some guests have been complaining they couldn't get a connection , so me being a business owner and not an employee said yes we can get that sorted he told me his budget (though I know I can go beyond it) and Ive set about using my network of contacts to source people to go and help him out within budget (as I want to become one of his heroes go to people ) . I may make a small cut I may not, but long term with his businesses and contacts this is going to be a sure fire winner
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        • Profile picture of the author Claude Whitacre
          Originally Posted by mjbmedia View Post

          I totally disagree, Branson hires people to do things he would never do, Trump does too, most successful people do.
          What you say is true.

          But in the beginning...they hustled.
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        • Profile picture of the author savidge4
          Originally Posted by mjbmedia View Post

          I totally disagree, Branson hires people to do things he would never do, Trump does too, most successful people do.
          Things you would "Never" do now, does not imply they cant, or for that matter they haven't. Bronson may pay someone to clean his louve now, but there was a time he wiped porcelain just like anyone else.
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  • Profile picture of the author SeattlePurple
    Just pick up the phone and do it. What's the worst that can happen? They get mad at someone they don't know and hang up because they were busy? So what, mark to call him back later and move on to the next business. It isn't rocket science. Practice on businesses you aren't targeting. You CAN do it!
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  • Profile picture of the author Jason Kanigan
    The OP's question has been covered many times.

    Eg.
    http://www.warriorforum.com/offline-...what-next.html

    http://www.warriorforum.com/offline-...cold-call.html

    http://www.warriorforum.com/offline-...ou-advise.html

    There's a rational side to this fear, and an irrational side.

    The rational side comes from two concerns every human being I've ever worked with as, whether English is their first language or not.

    1) The prospect will not be available to take our call

    2) The prospect will not be interested in what we have to say, even if we can reach them

    (and either way, I'll feel disappointed and that I wasted my time).

    Fixing these fears by letting you know the right expectations for when you call clears the rational fear up.

    Here is a video & thread that has helped thousands of people on this forum

    http://www.warriorforum.com/offline-...beginners.html
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  • Profile picture of the author Huskerdarren
    Bob Proctor calls it the terror barrier. If you'll practice your script, start making calls, you'll eventually get to a place where calling is as easy as taking a nap. It will elicit no fear within in you. It will become a tool in your arsenal. Right now, your mind has set up a huge obstacle because it is trying to protect you. The fears are invented. They are not real. You will not come to harm. Commit to defeating the fear, and I promise you will indeed get there. You can look back and laugh at it one day.
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  • Profile picture of the author elusian
    You have to get yourself into the right state to make these calls. Take a moment to relax and imagine the calls going well, before you pick up the phone. Also, i know that this may sound silly,but smile when you are talking to them. It will put you in a better state and they will pick up on it. Finally breathe. We have all heard the word no before. Realize this and realize that it is not personal. If someone wants your service, great. If not, move on. This is just a numbers game.
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  • Profile picture of the author Gladiator
    There is no advice that anybody can give you to get going-- selling on the the phone! You say that in person you might find it easier but on the phone it is easier as you can be create a character and be to go to guru! So I don't believe that you sell in person.

    MY only advice would be.. Go get hired in a sales room and go for it.. You will ether think everybody is crazy how they talk on the phone or you will get it and become a kick ass closer!

    Closing is not for everybody you need talent, so if this is not you move on!!

    Originally Posted by wb_man View Post

    I don't know why but I'm too scared to talk to business owners on the phone. Something about it turns me into a complete coward.
    Maybe it's because you can't see them and you're trying to sell them your services.

    I'd prefer to meet them in person but my location isn't that good. So I need to travel a lot which I don't really want to do.

    Should I hire telemarketers/salespeople to sell my services for me? So I act like the boss/owner and I hire people to do work for me. For example, you own a restaurant but you can't cook so you hire people to cook.

    Or maybe I should stop being a coward and practice talking to business owners on the phone to see if I can actually do it or not.
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    • Profile picture of the author BelfastCity
      Hire someone else to do it for you and partner with them. Every business needs a sales person, if its not you outsource this. If you need a logo and don't have the skills you hire someone to do it for you, likewise if you don't have telephone skills hire someone who does. If you cannot afford to, then your fees are too low. There are plenty of people looking work so go give one a job!
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  • Profile picture of the author james319
    Not everyone is cut out for sales. Cold calling or face to face. You may be a great ideas guy or an internet guru but that means nothing without the sales.

    If you don't have it in you, then hire someone or you are just going to burn through leads and become depressed then end up working for someone else flipping burgers. Nothing wrong with flipping burgers but your not on here because you want to flip are you?
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  • Profile picture of the author iAmNameLess
    Good God man... If you're too scared to talk on the phone then DON'T do it. Cold calling can be a great way to generate leads and sales quickly but it isn't the only way.

    Do you have money to invest in your business? Are you okay if people call YOU?

    If you don't have money, and you aren't willing to make calls or do whatever is necessary you will fail fast.
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    • Profile picture of the author ewenmack
      Is the reason for you to do it greater than the fear itself?

      The reason can be a personal desperation to move
      away from your present situation, or it could be
      do something for the greater good for others.

      Either one is the driver, that has to be stronger
      than the fear itself to power you.

      That's your soul searching you have to do.

      Best,
      Doctor E. Vile
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      • Profile picture of the author joshril
        Originally Posted by ewenmack View Post

        Is the reason for you to do it greater than the fear itself?

        The reason can be a personal desperation to move
        away from your present situation, or it could be
        do something for the greater good for others.

        Either one is the driver, that has to be stronger
        than the fear itself to power you.

        That's your soul searching you have to do.

        Best,
        Doctor E. Vile
        Ewen is right on the money...

        At some point, you're going to have to talk to people to build/grow a legitimate business.

        I will say this... the fear of getting on the phone can be strong, but once you start talking to people, it dies down quite a bit.

        I'll never forget the first cold call I made... my voice was cracking all over the place and I was terrified... It was a train wreck... call #2 was better, and by the end of the week, I was very comfortable talking to people on the phone... both warm and cold calls.

        In many cases, your fear to get on the phone could stem from not being confident in your offering, etc., so if that's the case, you'll want to get through that piece and as Ewen said, do some soul searching on the reason for the fear and how to get past it.

        Thanks,


        Josh
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  • Profile picture of the author JTV
    I think some people are making too big a deal out of this – almost like it’s a life changing experience. I have found that this is a job. And like any job, you get better at it over time. Unless you have some sort of mental reason (actual fear of people etc.) You will become more comfortable talking to people as you progress.

    There is no denying that the first few are going to (excuse my language) suck, but it gets better very fast after that. You will find that most people are not scary, just human beings like yourself.
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  • Profile picture of the author misterme
    Why is it an either or proposition? You can try it yourself and if it's a weak area for you, you hire someone else to do it and concentrate more on your strengths. Having said that, it does help to do it yourself at first just to see firsthand what the wrinkles are that need pressing.
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    • Profile picture of the author mjbmedia
      Originally Posted by misterme View Post

      Why is it an either or proposition? You can try it yourself and if it's a weak area for you, you hire someone else to do it and concentrate more on your strengths. Having said that, it does help to do it yourself at first just to see firsthand what the wrinkles are that need pressing.
      amen though if you outsource to a reputable telesales company who has proven results etc (ie not some one off Gumtree/CL) then really they should be able to guide you through it all as theyre the experts on that part of deliverance .

      I think that's where people earlier in the thread are getting a bit mixed with my responses, Im talking about outsourcing to a quality well established at getting results deliverer not some sit at home and hope for the best cheapo productions set up
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      • Profile picture of the author DavePalermo
        If I may add my 2 cents...
        When I first started calling on potential clients I was a nervous wreck.
        I had a script in hand that was proven and began to practice.
        Out loud of course.
        I did that until I had it memorized.
        Then I just did it.
        Don't think about calling, just do it.
        If your brain starts to work, you will reason yourself out of doing it.
        Yes you will get shot down, yes you will get hung up on and yes you will make sales.

        Just do it.
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        • Profile picture of the author southbaybones
          Use the "Attraction" Model. Study Dan Kennedy's info.
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  • Profile picture of the author OUTFOXED
    As to cold-calling...If the possibility of your prospect reaching through the phone and chokin' your eyeballs out causes you to get weak in the knees and make you wanna let loose in yer pants...


    ...try direct response marketing!

    Put together an emotionally charged message with an incentive laced call to action, and you'll have THEM calling you!

    Wouldn't it be nicer to have a prospect calling you for help, rather than you begging them to buy?

    Eddie
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  • Profile picture of the author DaniMc
    The phone is critical to any business that is making money.

    You just can't go through life with that kind of handicap. You simply must get over it.

    You should view fear as an indicator of what you MUST do. Fear in any area will ultimately sabotage your success.

    Fear feeds on time. So don't feed it. Every day, do the things you fear.

    It takes courage to get rich.

    If you cannot overcome something this elementary, how are you going to overcome the REAL inner demons that keep you from being more than average?

    Fearing something is different from not liking it. You simply must beat this or you will never develop the courage you need to succeed.

    Courage is a muscle and fear is a habit. Habits are hard to break so your courage muscles need to be strong.

    The only way to grow your courage is to run head first into your fears. Hate fear. Curse fear. Destroy it and banish it from your life.
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    Be kind, for everyone you meet is fighting a hard battle.
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  • Profile picture of the author mjbmedia
    Dans right, tho I think the OP may have moved on as theres been nothing coming back from them but lets continue for others at least

    On the phone, you are talking to another human being, that's it, simple conversation, now when youre starting off, this person may end up running the first few conversations , so be it, learn from it , develop your skills from it, don't worry, its no great thing, ring someone else and do it again , of course change things depending on feedback./ results but first off get on the phone and dial those numbers, let the phone ring, let it be answered, ask for the correct person, begin the conversation, talk, listen, ask, answer, expect nothing but to learn and gain experience and overcome your fears. When youre starting you might not get far in some conversations, so be it, they'll be others, learn from them, develop YOUR approach as you do it more and more youll find youre getting further into each conversation and feeling more comfortable.

    THEN you can really start to focus on selling

    I know this sounds easier than it really is if you truly are fearful, I used to be there too, still am sometimes in all honesty
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  • Profile picture of the author ATAC
    You have to get past this or you will never be able to go forward with this..
    Why dont you find something that you perspective clients will find very helpful something they do not know about that they might or might not be doing that their competition is doing ...

    Then make an appointment expressing urgency that they must meet with you that their business is losing money and you can stop it...
    Then bring it to them ...

    Make a friend first and all of those fears will go away.
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    • Profile picture of the author azizuz
      I needed help with this as well. Great source of info here. Thanks to everyone
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  • Profile picture of the author Hydraman
    Calling people is not the only way to get clients. If you can't do it, use other means. If you can afford it, employing telemarketers is certainly a way to go. However, you don't have to employ them yourself. There are a lot of agencies just Google. Another thing you can do is use online meeting software to show your service to potential clients. Online presentations will cut down on the number of wasted face to face meetings. It is another way to qualify clients.
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  • Profile picture of the author edvelez502
    Practice makes perfect. Repetition is the mother of all learning. The more you repeat your pitch, the more confident you will become on your delivery. I myself am very talkative and outgoing, so I felt like a fish in the water on the phones. The very first call I every made was very memorable. There I was stuttering, feeling nervous, with sweaty hands. The woman even asked me: " Do you have a speech impediment boy?"

    I have seen people that did not like making calls try to force themselves to do it, and some even have emotional break downs.

    The best strategy for you may be to use a business introducer (opener) to do the bulk cold calling and initial lead filtering for you. This will eliminate a lot of the anxiety associated with the call because you will be calling a prequalified warm lead.

    As a friend of the Warrior Forum, I can help you out with this. Let me know if you have any questions related to phone operations.
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  • Profile picture of the author pauljones99
    go and see a physchologist and work it out.
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  • Profile picture of the author Freebiequeen1999
    Not everything is for everybody....I don't like physical work and I am not mechanical.....therefore I never thought of doing construction or such. I don't like sad situations or blood and gore so medical is out and so forth

    IF you don't like selling - cold calling- isn't this a hard job for you?

    IMHO the idea of hiring telemarketers is not really workable - it will eat up your profits. If you do not know how to sell whatever you are selling how do you propose to teach others to sell it? Yes you will have to teach them

    I have worked in, ran and owned telemarket rooms.

    What I would suggest to you is that you go on craigslist and find yourself a phone room job....part time. Get trained....soak up the info, Listen to the top salespeople. Work the phones....get the marbles out of your mouth. Learn how to get past "gatekeepers". Learn how to close. Smile and Dial (yes smile). Remember - "every no brings you closer to a yes". If they did not hang up they are still "possible". Set appointments - that is easier than closing and asking for a credit card. So set appointments - firm appointments.
    Learn how to do the take away = then ask for the sale/appointment

    Go to another phone room....and absorb their info. Phone rooms don't require big resumes or check up on you much haha. Just go and learn. Try to get into a "biz to biz" room and learn their techniques.

    Then pick up the phone and apply what you learned
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