http://www.salesteamtools.com/2006/06/14/your-industry-is-boring/ sales 2.0 tools to help you sell more Sun, 06 Jul 2008 19:14:18 +0000 http://wordpress.org/?v=2.5 http://www.salesteamtools.com/2006/06/14/your-industry-is-boring/#comment-539 salesteamtools.com » Start appointments right, part 1 Wed, 28 Jun 2006 17:34:28 +0000 http://www.salesteamtools.com/?p=191#comment-539 [...] Your product or service or industry may be boring, but that doesn’t mean you can be in an appointment. Your best weapon here is framing. How you frame what you need to know from buyers about their organization, as well as what you offer them, is what will either move buyers beyond a “interested” to “curious,”...or not. By “framing,” I mean how you ask questions, not what you ask; how you preface comments, not the statement itself. It’s about the setup, about tone, and it’s about body language. [...] […] Your product or service or industry may be boring, but that doesn’t mean you can be in an appointment. Your best weapon here is framing. How you frame what you need to know from buyers about their organization, as well as what you offer them, is what will either move buyers beyond a “interested” to “curious,”…or not. By “framing,” I mean how you ask questions, not what you ask; how you preface comments, not the statement itself. It’s about the setup, about tone, and it’s about body language. […]

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