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  • Added for You - Salespeople: Having The Last Word Is Easy--The First One Is Trickier!

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    rases, and answers to objections.

    IT’S ALL IMPORTANT STUFF!

    How many times do we get to make a good first impression? Right; just one

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    I’ll bet:

    (1) You need to take time to remember;

    (2) You will then say, “It varies, based on my mood.”

    (3) Or, you’ll reply, “That depends on them”

    All three replies, of course, are problematic.

    Let’s start with the first: “Give me a second to remember.” This tells both of us you don’t know, when you should know.

    You’re supposed to be scripted and not winging-it. And we don’t simply script the important stuff, such as closes, tie-downs, transition phrases, and answers to objections.

    IT’S ALL IMPORTANT STUFF!

    How many times do we get to make a good first impression? Right; just one

    Y

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    ake time to remember;

    (2) You will then say, “It varies, based on my mood.”

    (3) Or, you’ll reply, “That depends on them”

    All three replies, of course, are problematic.

    Let’s start with the first: “Give me a second to remember.” This tells both of us you don’t know, when you should know.

    You’re supposed to be scripted and not winging-it. And we don’t simply script the important stuff, such as closes, tie-downs, transition phrases, and answers to objections.

    IT’S ALL IMPORTANT STUFF!

    How many times do we get to make a good first impression? Right; just one

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    lies, of course, are problematic.

    Let’s start with the first: “Give me a second to remember.” This tells both of us you don’t know, when you should know.

    You’re supposed to be scripted and not winging-it. And we don’t simply script the important stuff, such as closes, tie-downs, transition phrases, and answers to objections.

    IT’S ALL IMPORTANT STUFF!

    How many times do we get to make a good first impression? Right; just one

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    know.

    You’re supposed to be scripted and not winging-it. And we don’t simply script the important stuff, such as closes, tie-downs, transition phrases, and answers to objections.

    IT’S ALL IMPORTANT STUFF!

    How many times do we get to make a good first impression? Right; just one

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    rases, and answers to objections.

    IT’S ALL IMPORTANT STUFF!

    How many times do we get to make a good first impression? Right; just one

    Your first word needs to promote acceptance of your call and proper treatment, thereafter.

    The second answer says one’s first word varies, based on my mood. There is only one mood in selling, and it needs to be consistently aroused. You need to sound polite, professional, and firm: what I call the Three P’s. Screeners and secretaries need to be convinced that you have earned the right of entry into their fortress.

    Your “password” begins with the first word you utter.

    On to the third reply: “Depending on what I hear, I adjust my opening”

    This sounds great, in theory, but it doesn’

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