Don’t make decisions on the first call

Don’t make decisions on the first call

Common Phrases: 
  1. "I never make decisions on THE FIRST CALL?"
  2. "I need to mediate on this"
Rebuttal:

"Can I ask, what is it that’s holding you back?  Is it just a mindset thing or is there something else that’s causing you not to act?"


Response from client

Handle Objection

Drill down….

Loop to isolate problem 


If you cannot get a commitment:


“Ok, let’s book a call for this time tomorrow…”

  1. Book a follow-up call within 24-48 hours.



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