Ask Kathy: Keep Selling
By Kathy Sisk In the last issue, we talked about how to use the Restate or Agree and Probe technique. This was useful to reconfirm … Read more
By Kathy Sisk In the last issue, we talked about how to use the Restate or Agree and Probe technique. This was useful to reconfirm … Read more
By Kathy Sisk Kathy: After a prospect raises an objection, how can I regain control of the call? Answer: The key is to use a … Read more
By Kathy Sisk Dear Kathy: Are there common types of objections? How can I address them? Answer: When you analyze the objections you receive from … Read more
By Kathy Sisk Dear Kathy: Should I take an objection at face value, as an honest concern, or is there a pretext? Answer: There is … Read more
By Kathy Sisk Dear Kathy, how do I handle “I’m not interested” before I get to the purpose of my call? Answer: If your prospect … Read more
By Kathy Sisk Dear Kathy, how can I effectively get past the gatekeeper? Answer: Although this is a vast subject, here are a few techniques … Read more
By Kathy Sisk Dear Kathy, when calling business-to-business prospects, can you suggest a great voicemail message designed to achieve a higher rate of returned calls … Read more