| You've contacted someone and opened the sales | | | | to go, believe me. |
| call with these words: | | | | A transition is a word bridge that enables you to |
| "Hello, this is Gary Goodman with .." | | | | gracefully travel from their interruption back to |
| And right at this moment the prospect replies, | | | | your presentation. Here are some examples: |
| "I'm not interested!" | | | | (1) Well, I understand that, but... |
| Rude, don't you think? | | | | (2) Well, I respect that, but... |
| Here you are, at the very beginning of what you | | | | (3) Well, I appreciate that, however... |
| hope will be a pleasant give-and-take, and they | | | | (4) Well, I'd be surprised if you were at this point, |
| cut you off before you can give anything! | | | | but... |
| So, how can you respond, presuming they haven't | | | | So, let's revisit the dialogue at the top of the |
| hung-up? | | | | page, adding a timely transition phrase: |
| You can do the intuitive thing, which is also the | | | | "Hello, this is Gary Goodman with .." |
| most defensive, and that is to argue with the | | | | "I'm not interested!" |
| prospect: | | | | "Well, I appreciate that, but the reason I'm calling |
| "How can you BE interested; I haven't even said | | | | is recently we sent out some letters and |
| anything, yet!" This is guaranteed to earn that | | | | brochures, and I was wondering, do you recall |
| hang-up, for you. | | | | seeing one of those by any chance?" |
| You can try to ignore it. This was my Aunt | | | | This is an after-mailing opener, if you were |
| Cecelia's approach. When you hear something you | | | | wondering, and it works quite well. |
| don't want to hear, pretend you didn't hear it. | | | | But my point is you can't get to this opener |
| She swore by that one, but I assure you, it won't | | | | unless you have a diplomatic bridge. |
| work on the phone in a selling situation. | | | | Try them, and tell me how you do! |
| Or, you can reply, diplomatically. This is the way | | | | |