Not having all the answers to all the questions can be a good thing! In fact, in some cases it creates opportunities.<\/p>\n
In my experience of working with and training reps, call reluctance can be credited mainly to two things: the fear of rejection, and the lack of confidence or lack of knowledge. In other words, we\u2019re afraid that we won\u2019t have all the answers to all the questions a client or prospect might have for us.<\/p>\n
This is especially true for new sellers. Sure, everyone wants to be considered knowledgeable and come across as a seasoned professional, but the truth is that it takes time. Even the most tenured media reps don\u2019t have all the answers.<\/p>\n
One of the most dangerous things that can happen in a relationship between a client or prospect and the media rep is that you come off as a \u201cknow it all\u201d. Once you\u2019ve established that reputation, the chances of them believing anything you say is slim!<\/p>\n
Regardless of the amount of time you\u2019ve been selling, not having the answer to a question can create an opportunity. A simple reply of,\u00a0\u201cThat\u2019s a great question, but I am not sure I have a correct answer. Let me do some research and get back to you\u201d!<\/p>\n
That simple response does two things: one, it makes you honest and believable, which sets you up for a better long-term relationship, and two, it creates an opportunity for you to get back in touch with the person with the answer.<\/p>\n
Not knowing everything can create opportunities!<\/p>\n
Don\u2019t be a \u201cKnow It All\u201d.\u00a0\u00a0<\/p>\n","protected":false},"excerpt":{"rendered":"
Not having all the answers to all the questions can be a good thing! In fact, in some cases it creates opportunities. In my experience of working with and training reps, call reluctance can be credited mainly to two things: the fear of rejection, and the lack of confidence or lack of knowledge. In other […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[],"class_list":["post-2156","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"\n