Real Secrets of the Top 20%

  How to Keep Control of the Call You know, I've been listening to a lot of sales rep's recordings these days while I prepare for some custom inside sales training seminars, and I can't tell you how bad I feel for them!  I mean, over and over I hear these reps get manhandled by their prospects.  I'm sure many of you know what I mean. A prospect will call in and start asking questions, and suddenly you've lost all control of the call, you're completely at the mercy of the prospect, and after about 5 minutes, they've drained you of all the information they need and they then leave you like an old used car abandoned in the desert.  Feels pretty bad, doesn't it? Well, here's the good news: it doesn't have to be that way!  In fact, by using this one technique, you can immediately answer their question, qualify them, and take control of the call.  The technique?  Simply ask them a question after you answer theirs.  Goes like this: Prospect: "So how much does that cost?&q