#H3 ,! ,F/ ,/EP ( ,CLOS+3 ,GET 9 ! ,DOOR ,LE>N+ 6SECURE ! APPO9T;T IS ACTU,Y ! F/ /EP 6CLOS+ ! SALE4 ,"H'S ": Y C USE ! PH"O 6YR BE/ ADVANTAGE4 ,X IS / "O (! BE/ ME?ODS AVAILA# 6OBTA9 APPO9T;TS IF Y "K H[ 6USE X PROP]TY4 ,KEEP "O GOLD5 RULE REG>D+ YR TELEPH"O4 ,N"E TRY 6SELL YR PRODUCT OR S]VICE OV] ! PH"O IF A PRES5T,N OR DEMON/R,N IS NEC4 ,IF A P]SONAL 3TACT IS REQUIR$1 OR A PRES5T,N IS NEC1 !N ! ONLY -MIT;T Y M/ GA9 OV] ! PH"O IS ! APPO9T;T4 ,USU,Y "! IS A 3FLICT E "T Y TRY 6SECURE APPO9T;TS 0PH"O4 ,! 3FLICT IS T YR PROSPECT WANTS 6AVOID AN APPO9T;T ) Y1 :ILE Y >E TRY+ 6OBTA9 AN APPO9T;T )! PROSPECT4 ,A PH"O 6PROSPECTS IS A TOOL 6AVOID AN APPO9T;T4 ,IF PROSPECTS C P]SUADE Y 6TELL "EY?+ "! IS AB YR (F]+1 PLUS ! PRICE1 T]MS & AVAILABIL;Y ( ITEMS1 !Y W H A3OMPLI%$ _! GOAL1 : IS 6AVOID A P]SONAL APPO9T;T ) Y4 ,A PH"O 6SALESPEOPLE IS A TOOL 6SET & SECURE APPO9T;TS4 ,IF Y CAT* PROSPECTS' 9T]E/ B DON'T TELL !M "EY?+ "! IS AB YR (F]+1 S* Z PRICE1 T]MS & AVAILABIL;Y1 !N Y W PROBABLY A3OMPLI% YR GOAL--SECURE ! APPO9T;T4 ,9T]E/+ /RU7LE ISN'T X8 ,! PROSPECT IS TRY+ 6AVOID ! APPO9T;T & Y >E TRY+ 6SECURE X4 ,B Y "K ! PROSPECT WANTS 6AVOID AN APPO9T;T1 S Y >E 9 A POSI;N 6PREP>E YR PH"O 3V]S,N 9 ADV.E4 ,PREP>E 9 ADV.E 0PREP>+ = REJEC;N4 ,6SET AN APPO9T;T )! MO/ SU3ESS;L P--^? :O >E BUSIE/ & H>DE/ 63TACT--Y W H 6OV]COME _! OBJEC;NS4 ,H["E1 _! OBJEC;NS 7Z WE H 4CUSS$7 >E PREDICTA#4 ,!Y >E ! SAME TD Z !Y H BE5 = DECADES4 ,"H >E "S PREDICTA# OBJEC;NS YR PROSPECTS W GIVE 6AVOID AN APPO9T;T & "S RESPONSES 6OV]COME !M4 --,"T4 ,! NUMB] "O OBJEC;N OR R1SON :Y NO "O WANTS 6-MIT 6AN APPO9T;T IS "T4 ,! P Y NE$ 6SEE D N H L>GE BLOCKS ( "T4 ,IF Y "E TELL "S"O Y NE$ #CJ M9UTES 6"O H\R Y W N"E GET 9 ! DOOR4 ,Y OV]COME ! "T OBJEC;N 9 ADV.E1 2F X IS "E BR"\ UP1 0SELL+ SMALL 9CRE;TS ( "T4 ,SELL M9UTES N H\RS4 ,:5 ASK+ = AN APPO9T;T1 2 SURE 63VEY Y W ONLY NE$ A FEW M9UTES4 8,MR4 ,PROSPECT1 X W ONLY REQUIRE #AJ M9UTES40 ,SU3ESS;L P D N H H\RS 6SP>E1 & IF !Y ?9K _! MO/ GU>D$ ASSET1 "T1 W 2 MONOPOLIZ$1 !Y W AVOID Y4 ,S ! KEY IS 6SELL M9UTES1 N H\RS1 6OV]COME ! "T OBJEC;N 9 ADV.E4 --,6AVOID ! APPO9T;T ! PROSPECT W ASK Y 6DESCRIBE YR (F]+ OV] ! PH"O4 ,REMEMB] ! GOLD5 RULE3 ,N"E TRY 6SELL YR PRODUCT IF A PRES5T,N OR DEMON/R,N IS 9VOLV$4 8,MR4 ,PROSPECT1 ,I WD L 6EXPLA9 6Y OV] ! PH"O :AT'S 9VOLV$1 B ,I H "S?+ ,I M/ %[ Y4 ,I NE$ J A FEW M9UTES ( YR "T '''0 !N MAKE ! APPO9T;T1 --,6AVOID ! APPO9T;T YR PROSPECT W SAY 8,I'LL CALL Y BACK40 ,HOPE;LLY1 Y ALR R1LIZE 8,I'LL CALL Y BACK0 IS A BRU% (F4 ,IF Y DON'T R1LIZE T 8,I'LL CALL Y BACK0 IS1 9 MO/ CASES1 A BRU% (F1 !N ,I'LL %>E MY P]SONAL DIET PLAN ) Y4 ,! NEXT "T A PROSPECT SAYS HE W CALL Y BACK1 RESOLVE 6MISS A M1L UNTIL HE DOES CALL BACK4 ,Y W 2 A LOT ?9N] 0! "T HE GETS BACK ) Y4 ,X'S N"E 8 RESPONSIBIL;Y 6CALL Y BACK4 ,ALL CALL BACKS & 3TACTS >E 6BE 9ITIAT$ 0Y4 ,:5 A PROSPECT SAYS1 8,I'LL CALL Y BACK10 TAKE 3TROL & SAY1 8,X WD 2 M* EASI] IF ,I 3TACT$ Y4 ,I'M BUSY & 9 & \ (! (FICE1 VIRTU,Y IMPOSSI# 6R1* ''' ,I'LL CALL Y BACK4 ,:5 IS A 3V5I5T "T 6SP1K AG80 --,6AVOID ! APPO9T;T YR PROSPECT W ASK Y 6S5D YR 9=M,N 9 ! MAIL4 ,REFUSE 6S5D YR (F]+ 9 ! MAIL4 ,T'S ANO!R BRU% (F1 A NICE WAY =! PROSPECT 6SAY ,I'M N 9T]E/$1 G AWAY4 ,IF Y >E GO+ 6S5D X 9 ! MAIL1 SAVE YRF ! ANXIETY ( REJEC;N1 /UFF ! 5VELOPE & S5D X 6YR [N A4RESS4 ,D N DELUDE YRF1 ?9K+ T MAIL+ 9=M,N & EXPECT+ A CALL BACK IS PROACTIVE & Y W Y W MAKE A SALE4 ,? IS :AT Y D SAY3 8,MR4 ,PROSPECT1 ,I'D LOVE 6MAIL ! 9=M,N1 B ,I H "S?+ ,I M/ %[ Y4 ,:Y DON'T ,I DROP X 0P]SON,Y80 ,IF HE IS AT ALL 9T]E/$1 HE W SAY X'S ALL "R 6DROP X 0P]SON,Y4 ,Y SAY 8,W Y 2 9 ? AFN80 & G = S*$UL+ ! APPO9T;T ) 8,I ONLY NE$ A FEW M9UTES ( YR "T40 --,6AVOID ! APPO9T;T YR PROSPECT W SU7E/ Y CALL BACK4 ,Y H "W$ H>D 6PLACE YRF 9 T\* )! PRIM>Y DECI.N MAK]4 ,IF HE IS TRY+ 6AVOID ! APPO9T;T1 HE MAY USE 8 SECRET>Y OR VOICE MAIL 6SCRE5 YR NEXT CALL4 ,PROSPECT3 ,CALL ME BACK ,MON"D1 & WE C GET TGR "S "T NEXT WEEK4 ,SALESP]SON3 ,MR4 ,PROSPECT1 ,I H MY CAL5D> 9 FRONT ( ME4 ,IS YR CAL5D> H&Y8 7,! PROSPECT IS AT 8 DESK1 ( C\RSE HE HAS X47 8,GRT1 LET'S SET AN APPO9T;T "R N[4 ,H[ AB ,W$NES"D1 X W ONLY TAKE A FEW M9UTES1 WD #AJ OR #AA A4M4 2 3V5I5T80 ,REC5TLY1 ,I PUR*AS$ A COPI] OR R ,I 0 SOLD A COPI]4 ,L _M PROSPECTS1 ,I 0 TRY+ 6%OP 0PH"O 6OBTA9 ALL ! 9=M,N & AVOID ! SALES APPO9T;T4 ,F/1 ,I CALL$ MY REGUL> SUPPLI]4 ,I _H 3DUCT$ BUSI;S ) HM = YE>S4 ,MY -PANY _H ALR PUR*AS$ ?REE COPI]S & TWO FAX MA*9ES =! YE>1 & MY SUPPORT /AFF NORM,Y H&L$ ^! TRANSAC;NS4 ,B ? COPI] 0 = MY HOME (FICE1 S ,I DECID$ 6H&LE ! PUR*ASE MYF4 ,I CALL$ 6GET ,-PETITIVE BIDS1 "S?+ ,I _H N D"O 9 YE>S4 ,X 0 AN EASY PROCESS D1L+ ) MY REGUL> SUPPLI] & ,I _H "EY"O ELSE FAX ME _! 9=M,N & GIVE ME _! BE/ PRICE OV] ! PH"O4 ,H["E1 "! 0 "O SALESP]SON :O REFUS$ 6GIVE ME ! 9=M,N & 9SI/$ HE _H "S?+ HE NE$$ 6%[ ME & X WD ONLY REQUIRE A FEW M9UTES ( MY "T4 ,NE$.S 6SAY HE RCVD ! ORD]1 & ,I MI