What good sounds like
Clear, useful language
“Would it be useful if I asked two questions about what happens after the call?”
“You have said no to a demonstration. I will not keep asking. May I send the answer you requested and close this out?”
The six-step call
PERMISSION
Ask before you continue, change the subject, explain an offer, or book time. A clear no ends that part of the conversation. Permission keeps the buyer in control of their time.
The standard
What this step must do
Ask before you continue, change the subject, explain an offer, or book time. A clear no ends that part of the conversation. Permission keeps the buyer in control of their time.
What bad sounds like
Language to stop and retry
“This will only take a minute, so let me keep going.”
“I hear that you are not interested, but you have not seen the best part yet.”
Buyer drill
Practise with Adam and Eve
Adam gives you three different answers: not now, tell me more, and no. Respond to each answer without treating it as permission for something else.
No real customer is ever contacted during practice.
Reflection
Use evidence from the drill
Where did you ask for permission? What did you stop when permission was not given?
The complete call
Move through all six steps
The learning circle