16. Mixed Messages
What They Do! What They Really Mean!
They travel light! But still want company!
They are reluctant to spend $! But have tons of cash!
They have short attention spans! But devour relevant content!
They don’t trust vendors! But trust their social networks!
They see the phone as interruption! But they accept demos!
They cancel appointments! But request quick concalls!
They have short fuses & memories! But they forget why they are mad!
They are not monogamous! But they are starved for relationship!
They lose interest early in sales But they pay attention at the end!
cycle!
They are independent and don’t But they go out of their way to
need salespeople! appreciate an intelligent one!
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All Rights Reserved 2012
19. Mixed Messages
What They Do! What They Mean!
They are impatient about career But have a sense of entitlement
advancement! when it comes to working hard!
They say “gimme, gimme, gimme”! But they don’t run with it!
They are big multi-taskers! But they lose focus & need mentors!
They are fearless with authority! But need structure and direction!
They don’t like phone conversations! But like social network conversation!
They don’t like land lines! But they like automated dialers!
They are very opinionated! But don’t take feedback well!
They want work-life balance! But would rather go out for happy
hour!
They are extremely social on FB! But not as much on LinkedIn!
They hate rejection! But lack the ability to self-diagnose!
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All Rights Reserved 2012
32. Thank You!
Josiane Feigon
Voted Book of the Year by AA-ISP, 2011!
Founder and CEO, TeleSmart
Communications
Author, Smart Selling
on the Phone and Online
Blogger, Cubicle Chronicles
Linkedin- TeleSmart Selling Group
Twitter; @josianefeigon
31!
