DISQUS

Shaun Gisbourne · 6 months ago

Excellent common sense stuff and does sound rather like the approach advocated and taught by Ari Galper. Being able to show humility and not feeling compelled to display overbearing, overpowering doses of product knowledge, pride, bravado or sales script is key. If you're offering something great you've no need to promote or defend it on the phone. The purpose of a call is to find out if it makes sense to open up a conversation and establish if you and the person you speak with have any common ground, based around their viewpoint on, and familiarity with, the problems / pains / situations / issues / concerns that you address.
Thank you for putting into words something I've been thinking for a couple of years or more.