Summary: In today's Sales Training Podcast we discuss a concept called ledge. This concept is named "Ledge" by Stephan Shiffman. The ledge is essentially gaining the control of the conversation when your sales call starts getting too off topic or slide into areas that will not benefit you. Remember the objective of our cold call is to score an appointment. You may hear following when making sales or cold calls: 1. Tell me about it now 2. I am not sure that's right for us 3. We are not interested in your product or services 4. Headquarters makes the decision, we do not here. 5. I am not the right person for this When you hear these on your cold call, the Ledge pratcice will come in super handy and turn the conversation around in your favour. Quote mentioned is by Dwayne John A.K.A The Rock: "Success isn't overnight. It is when every day you get a little better than the day before."
