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":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2156","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/2156","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=2156"}],"version-history":[{"count":1,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/2156\/revisions"}],"predecessor-version":[{"id":2157,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/2156\/revisions\/2157"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=2156"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=2156"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=2156"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}