A sales rep is on a phone call with a prospect who likes to control the conversation. The constant interruptions make it hard for the rep to find out the prospect’s pain points and to pitch. What should the rep do first?
- Ask the prospect what she hopes to get out of the call to encourage her to re – focus
- Tell the prospect that to work together well, she needs to follow the rep’s call structure
- Incorporate what the prospect says into his own talking points when there’s an opening
- Offer to set up an in – person appointment to discuss the sales process in more detail