Selling to Anyone Over the Phone

Obstacle Challenges

An obstacle is something in the way of our listening success. Whether you eliminate obstacles or merely find a way around them, one thing is certain: You cannot afford to ignore them.

Multitasking Distractions

Part of what attracts many of us to the sales profession (besides the money!) is that it is a fast-paced, varied, and challenging career. For this reason, we often find ourselves multitasking—for example, using our computer to e-mail prospects, filling out an expense report while on the phone, placing a sandwich order with a colleague, and making coffee at our desk. Sometimes we get a misguided impression that by multitasking, we are getting more done. Let’s take a closer look at this belief.

On the phone, multitasking ...