$mile! $mile! $mile! The first sale to make is to... yourself. You must believe you are going to win or you have already lost the game! And yes, this is a game, one that can be challenging to your intellect as well as stimulating to master. Although it takes hundreds of thousands of advertising dollars to attract a potential client onto the showroom floor; 80 percent who visit, that do not buy, never receive a follow-up telephone call. Additionally, 40 percent of these 80 percent, when asked, indicated that they would have purchased if someone had called and asked for their business. What are Tactical Phone Skills? We explain this, along with numerous other highly successful sales and follow up techniques, in our Tactical Network Training strategies.

One of the easiest calls you will ever make is the referral. Why? Your credibility has already been established because of the relationship between your client and the referral. This call should be like all prospect calls, non-threatening and executed in a polite and friendly manner. (See Response Module.) However, you must obtain before you can maintain. more