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Re: Phil's difficult, but not impossible, client

Posted by shar on July 17, 2002, at 14:05:14

In reply to Re: Phil's difficult, but not impossible, client Phil, posted by Lou Pilder on July 17, 2002, at 12:42:11

I'm wondering if fear is fear is fear, how come the circumstances matter (rhetorical question).

If it's a cold call, the salesperson won't have this info about the motivation for setting the meeting and why the client accepted, etc., and if it is a phone call, probably same thing. From the salesperson perspective, so far all we know about this approach for selling is dealing with client's fear is necessary, so maybe you will tell us how.





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