That’s why the company canvasses, but it’s equally important they understand why they canvass. I’ve written and spoken on this largely in the series of …
Read more...Getting Past the Prospect’s Objections
One of the most common green light responses I hear is where the prospect passes off the responsibility of decision-making to another person. For example after your offer statement they tell you that they can’t …
Read more...Managing by the Numbers
You should pay canvassers a lead bonus based on when the lead has a sales demonstration not when it’s tallied on the actual day they get the lead. It gives you a better result of the canvasser’s leads; however you should also …
Read more...The Canvasser’s Focus to Bring About Personal Success
as an example. A student who takes a math test and fails, as a result of the failure, and to explain to themselves why they failed, they might say to themselves, “I don’t have a mathematical mind”, which suggests to them they’re a failure …
Read more...Coaching Canvassers
Put them into the game and have them practice their presentation in actual situations. I tell the canvassers that I’m not interested in
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