Training Carl Davidson Never Ask The Big Question First Many people ask me why the script they use in fence to fence sales is not working well. One reason is often that they ask the big question too early. When I say "the big question" I mean asking for the goal of your visit. It could be to come in to the home, it could be to get an order, it could be to get an appointment later. I recently was working with a company that offers a free water heater if you use their natural gas service. Their fence to fence team was saying. "I am here to sign people up for a free water heater. Would you like to have
a free water heater". Even though it is free, almost no one accepted the offer. It is too abrupt. They went for the "big question" too early. Here are some ideas that made this script much more effective: "Hello, I am Carl With Acme Utilities. We are in the area offering a free new water heater to
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