A sales coach argues that success leaves clues and reps should stop making excuses. He addresses common objections like prospects being busy or financially secure, advises leaving voicemails to prompt callbacks, and warns against prejudging people based on appearances. Use Features & Advantages to uncover hidden needs.
It's funny, Andy says this all the time, we say it to our kids all the time, and then Bill Whittle was talking about it, and we're like, would you look at that, right? Success leaves clues. So, they're not going to answer. Anybody have a recruit that says that while you're setting appointments? Well, I'm not gonna call them, they're at work, they might not answer, right? Great, let's leave them a voicemail, they'll call you back. There's a lot of excuses people give you, but it's not an actual problem, there's no problem, people usually make it up in their head, the things that are stopping them. I'm not a good test taker. All the time. Like, who feels like they're a good test taker? Not a lot of people, right? That's— you just gotta go do it, okay? Uh, they're all set, they don't need what we do, they're financially— they look good on Facebook, right? They're all set. You can't prejudge people, right? A lot of times we sit in front of people, they look good from the outside, but they are not on the inside. Once you start doing those F&As and stuff, people need what we do, you guys, alright?
