CHAPTER 3Identifying Personality Types Over the Phone

PHONE SALES CHALLENGE – Alesia, in equipment sales, had this to say: “You know how you just click with some people? I wish it were that way with all my customers. I could make a fortune.”

Ah, yes. How much easier it is to sell to someone who seems to be on the same wavelength that you are. Not only are these people easier customers to work with, but you often find that you genuinely like them. In that phone selling fantasy where every word you say clicks, you are the star revenue producer in your company. In real life, however, there are occasions where the person on the other end of the phone just doesn’t seem to respond to what you’re saying. Creating a conversation with this customer is ...

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