Should you let the prospect take notes?
If I feel the prospect is taking notes on the phone, usually it means
"OK let's go shop! Sayanora!" at the end of the call. At least for me.
I might be wrong but I get the feeling it gets in the vibe of "customer service/educating the prospect call". and with that the salesperson kinds of lose control of the call and so it's harder to get back.
It's like the prospect implicitly ties down the salesman because they're mentally already down the path where they're going to shop around.
I remember Jason Kanigan told me how to handle it a long time ago but unfortunately my notes were on my old computer's hardrive which died in mysterious circumstances. I never really got that problem until now, and so I don't remember the details except that the short answer was "no".
So how (should?) you break that pattern?
Making Calls To Sell Something? What are you actually saying?
Is there any room for improvement? Want to find out?
What if they're not stars? What if they are holes poked in the top of a container so we can breath?
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