Closers Are Losers with Jeremy Miner
387 episodes - English - Latest episode: 13 days ago - ★★★★★ - 106 ratingsIn 2024, Closers are going to lose sales if they are still using “old-school,” out-dated closing techniques. We help Closers level up and achieve extraordinary results by learning from elite Sales Influencers who are featured Guests on my show.
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Episodes
Learn the Right Communication Skills to Step Up Your Sales Game
April 05, 2022 12:00 - 31 minutes - 71.2 MBAre your sales conversations stressful? Or do you feel like cringing when you talk to prospects? That’s because you haven’t learned the right communication skills yet. Learning what to say, when to say it, and how to say it, is key to seeing a massive difference in your sales and even in your life. You’re also opening yourself up to huge opportunities you never thought possible before. This is what my guest, Brian Koehn, experienced when he started learning the right communication skill...
What to Do If a Prospect Says ‘It’s Too Expensive’
April 04, 2022 12:00 - 4 minutes - 4.19 MBStop losing sales by assuming! When a prospect you’re calling gives you an objection like ‘it’s too expensive’ instead of making assumptions, dig deeper into what the objection means as it could mean something completely different. When you do this, you’ll have a better chance of asking the right questions so you can help them overcome their true concerns. If you’ve been faced with this type of objection time and again, ask the clarifying questions I’ll give you in this ...
Remove the Pressure Off Selling and Experience A Life-Changing Transformation
March 31, 2022 12:00 - 25 minutes - 57.4 MBWhen I say that it’s possible to remove the pressure off selling and experience life-changing results, salespeople I know would react in disbelief. Salespeople have always been told that sales is a high-pressure environment. But this doesn’t have to be the case…EVER! Ash Ali, my guest in today’s episode, shares that when he started using NEPQ™ he became more relaxed and comfortable in talking to prospects, he had higher close rates with very little to zero objections, and his c...
Why You Should Learn How to Prevent Objections
March 29, 2022 12:00 - 29 minutes - 66.8 MBWhat if you could prevent objections from happening during your sales conversations? That would be a total game-changer, right? The dilemma, however, is most salespeople would rather master objection handling instead of objection prevention, which usually results in exhaustion and overwhelm from sales conversations that feel like boxing matches or battlegrounds. But why settle when there’s a better way? Devote time to acquiring the right skills so you can diffuse objections from e...
How Much Time Should You Give To Presenting Your Offer?
March 28, 2022 12:00 - 4 minutes - 11 MBIf you’ve been taught that you need to pitch and present your product or service to your prospect 50% of the time, then you need to STOP! Why? Because prospects only need to hear far less than what you think they need to know. An effective presentation does not talk about why a product or service is the best, instead it presents back the problems and challenges prospects told you during the discovery part of the call and how your solutions can help them get what they want. ...
Top Salespeople Recommend This Method to Increase Sales Profitability
March 24, 2022 12:00 - 35 minutes - 82 MBIf you’re a salesperson who is struggling to increase sales profitability, then it’s high time you evaluate your sales structure. Many salespeople I know think that profitability is dependent on the industry you’re in or one’s gift of gab. What they fail to realize is that it is their lack of a clear sales structure that’s sabotaging their success. Our guest in this podcast episode, Michal Kuczkowski, shares how he increased sales profitability when he committed to learning the...
Old Model vs. The New Model of Selling
March 22, 2022 12:00 - 26 minutes - 61.9 MBMost of you who follow us in the group or listen to our shows have heard us say, “Ditch the old model and switch to the new model of selling.” You might be asking yourself, “What does that even mean?” Most salespeople have been taught that to close a sale they need to be assumptive, excited, and pushy. And while this has brought salespeople a certain level of success, it isn’t the only and better way. So to bring light to this matter, Matt and I talk about the differenc...
Does the Prospect Have No Money or Is It a Smokescreen?
March 21, 2022 12:00 - 4 minutes - 10.8 MBWhat if you’re constantly getting the objection “I don’t have the money, budget, or funds right now.” When you know the right questions, it’s easier to dig deep into what the prospect means when they say this. This will help you determine whether they’re just giving a smokescreen objection or if they really have a funds issue. I share the questions I ask to overcome this objection. Listen to this short episode today. Follow us on YouTube and visit our Sales Revolution F...
Learn Effective Sales Skills that Will Help You 5x Your Sales Commissions
March 17, 2022 12:00 - 33 minutes - 92.1 MBWhen you take the time to learn effective sales skills, you’ll start seeing massive results in your sales conversations and your commissions. Contrary to what old sales gurus say, success in sales has nothing to do with being born with the gift of gab. But it has everything to do with devoting the time to learn the right skills and applying those skills in your calls with prospects. This is exactly what happened to Freda Kocholla, one of our clients. With her dedication to learn...
How Do You Determine the Sales Process for B2C and B2B?
March 15, 2022 12:00 - 27 minutes - 62.7 MBWhat does the sales process look like when you’re selling in a B2C and a B2B environment? Is a one-call close better? Or when is a two-call close more favorable? We got this question from one of our group members and we’d like to address this topic in this podcast episode. You’d be surprised that there is no one-size-fits-all approach when selling in both B2C and B2B environments but the right sales skills will help you determine what sales process is the best to take. ...
Should Salespeople Only Be Fast Talking Alpha Personalities?
March 14, 2022 12:00 - 5 minutes - 12 MBOld sales methods encourage salespeople to be overly aggressive when talking with prospects in order to win the sale. But should they? It’s actually the opposite… Because it’s when you come across as low-key, conversational, and detached from the sale that prospects begin to open up to what you have to offer. Keep in mind that the goal is to be human rather than salesy. Give a listen to this short episode. Follow us on YouTube and visit our Sales Revoluti...
How This CEO Went From 150 Million a Year, Then Zero, Then Back Again
March 10, 2022 13:00 - 38 minutes - 104 MBIt’s not a secret that the pandemic hit so many industries and the tough part is learning how to get back up after such a hard blow. Such is the story of Simon Leslie, my guest in today’s podcast. He’s a friend and one of our clients at 7th Level. He shares what it’s like to lose everything you’ve built and the pivots you need to take in order to position the business to adapt to the current situation. Simon’s story proves that failures are not the end of it all. There’s an opp...
The Undisclosed Truth to Keep Getting Better at Sales
March 08, 2022 13:00 - 31 minutes - 88.8 MBWhether you’re a sales novice or expert, if you want to keep getting better at sales, then the learning should never stop. You see, your success or failure depends on how committed you are to improving your sales ability. Today’s ever-changing sales landscape should push salespeople to master the right skills and processes so they’re not left behind. Today’s information age buyers will hurl objections of all kinds to your face, but with the right ability, you’ll always win your...
3-Ways to Sell & How to Get Prospects to Close Themselves
March 07, 2022 13:00 - 2 minutes - 5.47 MBAre your sales strategies working for today’s consumers? We use three major ways to sell today: 1) poach and pitch them then assume the sale; 2) consultative selling; 3) getting prospects to close themselves. But which among these is the most suitable for today’s ever-changing consumer needs? Find out as I go over these three ways of selling and which of the three is considered the most effective. Follow us on YouTube and visit our Sales Revolution Facebook Group to get more of the...
How I Developed the NEPQ™ Methodology (New Model of Selling)
March 03, 2022 13:00 - 26 minutes - 75.4 MBEverything has to start somewhere, and NEPQ™ was born out of my own experience. I wasn’t the Jeremy Miner that you all know about today. I wasn’t born with the gift of gab. In fact, the first time I got into sales, I got my nose smacked right into my face (not literally, though). After making zero dollars working 12-14 hours knocking on doors, I almost quit sales altogether. In this episode, I talk all about this together with Matt Ryder. This is a story that most of you...
Master The Process of Disarming Prospects to Close More and Earn More
March 01, 2022 13:00 - 30 minutes - 86.1 MBAre you ready to close more and earn more this year? You’ve probably heard the ABCs of selling or the ALWAYS BE CLOSING mantra that sales gurus teach. Sadly though, this old school sales advice no longer does the trick. Why? Because prospects, nowadays, always have their guards up. They’re ready to shut you down during the first ten seconds of your call when they sense that you’re there to close them. What salespeople need to master is how to disarm prospects, the ABDs o...
What to Do When Prospects Say 'I Want to Think It Over'
February 28, 2022 13:00 - 3 minutes - 8.57 MBDo you want to know how you can handle objections like, “I want to think this over”? Remember, you should first be able to make them realize the gravity of their existing problems. It is only when they see their problems and how it’s affecting them will they decide to purchase the solution you’re offering. Use the pointers that I share here to sustain your prospects’ interest in your offer until they close themselves and avail of it. Follow us on YouTube and visit our Sales Revolu...
The Difference Between a Disciplined vs. Undisciplined Sales Team
February 24, 2022 13:00 - 23 minutes - 69.7 MBIf you want winning sales teams, start with cultivating discipline. But how do you measure what a disciplined vs. undisciplined sales team looks like? There are so many variables at play, and in this episode, Matt and I, give you our take on this topic. We’ve discovered what successful sales teams look like as we’ve been training different companies for years now. We also share the kind of expectations we have set for our teams in 7th Level and Sales Sniper. Asid...
Insider Access to The Sales Process that Helps You Achieve Your Goals
February 22, 2022 13:00 - 34 minutes - 94.4 MBA clear sales process that helps you achieve your goals is critical. But with all the books and training out there talking about different processes, what is your best option? Start by looking at whether the promises these so-called “processes” talk about actually deliver. Aditi Jhaveri, our guest in this episode, shares how she desired more as a salesperson. Though she was earning $7K-10K a month through sales commissions, she didn’t want to settle in the status quo kno...
How to Handle 'I Need to Talk to My Spouse/Business Partner'
February 21, 2022 13:00 - 6 minutes - 15.3 MBHave you been told by a prospect that they need to talk to their partner only to be left hanging in the end? You hear this line either because you failed to build a sense of urgency or of purely logistical reasons. But, worry not because the tips that I share here will help you prevent this from ever happening to you again. Apply these objection handling tips that will enable you to turn around a possible rejection into a closed deal. Follow us on YouTube and visit our Sales Revolut...
Rapid Fire Q&A
February 17, 2022 13:00 - 28 minutes - 81.5 MBSales is not easy. There are different challenges that can arise during your sales conversations and processes. Hence, it’s always nice to take advantage of free advice and even resources that sales experts hand over. And in our episode today, we provide answers to some questions collated from our Facebook group members as we don’t want these to go unaddressed. Here’s another round of a rapid fire Q&A with 7th Level’s COO, James Sackl. Get your earphones a...
The Verdict's Out! This Is The Best Training for Sales Professionals
February 15, 2022 13:00 - 35 minutes - 97.5 MBIs selling still a struggle in 2022? It won’t be any longer using NEPQ™, the best training for sales professionals. It’s the training that’s changing the way people sell. Sales professionals who thought they’d forever remain in the status quo are now reaping the enormous benefits of closing more deals and increased income! Aside from how effective it is, the simplicity and detailedness of this sales framework are what makes it so appealing to sales pros like Joseph Rowber...
Is It Important to Be Enthusiastic When Selling?
February 14, 2022 13:00 - 3 minutes - 8.58 MBDo you really have to sound excited and enthusiastic when selling? Many traditional salespeople believe that showing excitement will somehow rub off onto prospects and make them buy from you. But does it, though? Or does it add sales pressure and make them think that you’re just another sleazy salesperson who’s after their money? Join me as I dive into the role of enthusiasm in the sales process. Follow us on YouTube and visit our Sales Revolution Facebook Group to get more of these...
How to Brand Yourself to Be Seen As An Expert In Your Niche
February 10, 2022 13:00 - 29 minutes - 83.1 MBHow should salespersons brand themselves? You probably thought this as unnecessary but good salespeople who want to stay on top of their game and further their sales careers put considerable effort into building their brand. Your brand is how people perceive you. And in sales, it starts with establishing that you are an expert and not someone that can be commoditized. My guest in this podcast episode is Erik Huberman, the founder and CEO of the highly successful marketin...
Discover the Science-Backed Method that Helps Increase Sales Income Fast!
February 08, 2022 13:00 - 30 minutes - 86.6 MBDo you want to increase your sales income but you’re still struggling? We’ve got good news for you. There is a science-backed method that helps salespeople like you increase sales income fast! And we have 4,000+ testimonials in our Facebook group to prove that our method truly works. I have seen it work for me, and others are also experiencing staggering results with our sales framework called NEPQ™ (Neuro Emotional Persuasion Questions). One of our clients, Shri Rode, s...
Which is Better: Using A Sales Script or Wing-it & Be Natural?
February 07, 2022 13:00 - 3 minutes - 6.99 MBWhy choose between coming off prepared and being natural when you can do both? Spontaneity is good but losing a client just because you got lost while winging is not. With the proper sales framework, the right script and delivery, your offer is going to sound natural and sincere enough to persuade prospects. Listen to know how you can be more conversational and engaging in your sales process. Follow us on YouTube and visit our Sales Revolution Facebook Group to get more of these tip...
How to Build the Right Culture With Your Sales Teams
February 03, 2022 14:30 - 26 minutes - 75.4 MBAre you concerned about having the right culture in your sales team? If not, then it’s time to evaluate what kind of culture your sales team upholds. At 7th Level, we’ve seen firsthand how culture directly affects our team’s performance. Therefore, we consider this to be one of the pillars towards our company’s overall success. While it is especially challenging to build one with 99% of our salespeople working remotely, we can attest that it is not impossible. In ...
Salespeople Are Turning to This Method to Level Up Their Sales Game
February 01, 2022 13:00 - 31 minutes - 86.7 MBIf you’re wondering how the best salespeople level up their sales game, we’ve got you covered. You can no longer rely on old methods to get superb sales results. We’ve seen salespeople butchering deals because they still haven’t made the switch to the new model of selling. NEPQ™ (Neuro Emotional Persuasion Questions) is what I call the new way of selling that is helping salespeople close more deals that lead to a significant increase in their sales commissions. Our guest...
What Are The Golden Rules To Sending Proposals to Prospects?
January 31, 2022 13:00 - 4 minutes - 11 MBAre you failing to close deals with the proposals you’re sending to your prospects? You may be falling prey to these proposal mistakes that are costing you potential clients. Fortunately, these mistakes are totally avoidable. Bear in mind these three golden rules of sending proposals that I share which will definitely get you a “yes” from your prospects. Follow us on YouTube and visit our Sales Revolution Facebook Group to get more of these tips. Resources: ✅ Join the Sales Rev...
How to Sell to Today's Unsellable Prospect
January 27, 2022 13:00 - 26 minutes - 75.6 MBToday’s sales environment is more challenging than ever. Prospects are becoming unsellable by the day. But it is also through these challenging times that you can see the wide gap between the properly trained and untrained salespeople. Matt and I elaborate on the reasons behind the challenges in today’s selling environment. And we also talk about what salespeople can do to make sure they can still close sales and perform well despite these challenges. You need to ...
You Can Achieve Better Sales Results When You Change Your Sales Method
January 25, 2022 13:00 - 31 minutes - 87.1 MBIf you’re seeking to achieve better sales results but feel like you need to bash your head against the wall endlessly, then you’re doing sales wrong. Sales does not have to be difficult, but it doesn’t mean it’s easy, especially when you’re not equipped with the right skills to deal with this generation of buyers. In this episode, Josh Lyons, our guest, shares how selling felt like a boxing match until he learned the new model of selling, NEPQ. At first, he was a skeptic...
How Do You Lure Prospective Customers Away From Competitors?
January 24, 2022 13:00 - 3 minutes - 3.52 MBLooking to entice prospects away from a company they’re already happy with? It may seem daunting in the beginning but it only takes asking the right questions in the most captivating approach to do that. I share a few of those questions and please take note of the tonality I use when asking them. Listen to the end and get firsthand knowledge on how to stir prospects into shifting to your product or services. Follow us on YouTube and visit our Sales Revolution Facebook Group to get...
How to Use NEPQ in Networking, Negotiation, and Relationships
January 20, 2022 13:00 - 32 minutes - 90.2 MBEndless opportunities await those who know how to communicate well. This is true in both personal and professional aspects of life. But while most aren’t born with the gift of gab, it’s not too late to learn and acquire the right skills to improve how you communicate. James Sackl, 7th level’s COO, testifies to how his communication skills have improved with NEPQ. He shares how NEPQ impacts his day-to-day life and is giving him the confidence to engage in conversations w...
Use the Correct Sales Structure and 10x Your Sales Income Fast
January 18, 2022 13:00 - 34 minutes - 95.1 MBAre you using the correct sales structure? Correct, meaning, is it getting you the income you want to live a comfortable life? Many salespeople I know think that a sales structure has nothing to do with their success. And if this is the same belief you may hold, then it’s time to evaluate. The structure you’re using in your sales calls will either make or break you. It could be what’s keeping you from reaching that six-figure or seven-figure income you’ve always dreamed ...
What's the Best Framework to Use When Selling?
January 17, 2022 13:00 - 3 minutes - 4.99 MBDo you have a sales framework or do you just dish out mixed scripts when selling? Believe me, it’s much better to have a framework that you can use as your guide through the whole sales conversation. But you can’t just use any framework. You need one that doesn’t work against human behavior. That’s exactly what we’ve created with NEPQ or Neuro Emotional Persuasion Questions. Learn how you can effectively use and leverage this framework in your sales calls so you can consistently get...
Warning: Only the Top 1% of Salespeople Use These Hacks to Sell Better
January 13, 2022 13:00 - 36 minutes - 82.5 MBYou’ve most likely heard of numerous hacks to sell better from the so-called sales gurus. But I’ll let you in on a SECRET. I’ll give you the tried and tested hacks that the top 1% of salespeople use in their sales calls that are helping them achieve hundreds of thousands to millions of dollars in sales commissions. One of our top salespeople at 7th level, Patrick Jones, talks about how the strategies we’ve taught him are unlike any of the ones taught in the countless sal...
Improve Your Ability to Sell More to Today’s Skeptical, Cautious Buyers
January 11, 2022 13:00 - 25 minutes - 59 MBAre you finding it difficult to sell more to today’s buyers? Today’s buyers are more skeptical due to the amount of information they have right at their fingertips. So they don’t need more information, nor do they need you to explain to them why your product or service is number one. What you need to do is show them that you genuinely care and you’re all about making their lives better. You can improve in this area when you learn the right questions to ask to go deeper in your conve...
Use These Questions When Bringing Up The Budget With Multiple Decision Makers
January 10, 2022 13:00 - 3 minutes - 7.39 MBIt’s tricky to close a deal with multiple decision-makers at play, especially if you have a high-ticket product or service. To secure these sales, you’ve got to master the skill of bringing out their emotions or pain points. You see, the more your prospect remembers those painful experiences, the more money they’re willing to pay for your solution. Let me teach you how to skillfully bring that out through this short video. Follow us on YouTube and visit our Sales R...
How NEPQ Helps Salespeople Earn $30K+ Monthly Sales Commissions Consistently
January 06, 2022 13:00 - 44 minutes - 117 MBResources: ✅ Join the Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. https://www.facebook.com/groups/salesrevolutiongroup Are you generating consistent income through your sales commissions monthly? Or are your commissions like that of a rollercoaster ride? It’s always going up and down. If this...
Stop Winging It! Improve Your Sales Structure to Increase Sales
January 04, 2022 13:00 - 36 minutes - 99 MBResources: ✅ Join the Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. https://www.facebook.com/groups/salesrevolutiongroup Do your calls follow a sales structure to increase sales? Most of the salespeople I talk to tell me that they lack a sales structure and are just winging it. But this is ti...
How to Do Sales Presentations that Spark Prospects’ Interest
January 03, 2022 13:00 - 4 minutes - 11.1 MBLooking for the best way to present your product or service? Let me be clear, there’s no one-size-fits-all approach to this. It all depends on the industry you’re in. But, there are general rules you can follow to be 10x more effective. Take note of these three guidelines to make your next presentation more concise, engaging, and powerful. Follow us on YouTube and visit our Sales Revolution Facebook Group to get more of these tips. Resources: ✅ Join the Sal...
Closers are Losers 2021: A Year in Review
December 30, 2021 13:00 - 6 minutes - 31.6 MBResources: ✅ Join the Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. https://www.facebook.com/groups/salesrevolutiongroup It’s been one hell of an awesome year guys! We’ve made it through 2021 and it wouldn’t have been possible without your support. As a treat for every one of you who has made ...
Rapid Fire Q&A with Jeremy Miner and Marco Cortesi (Part 2)
December 28, 2021 13:00 - 32 minutes - 75.1 MBResources: ✅ Join the Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. https://www.facebook.com/groups/salesrevolutiongroup Do you still have more sales questions you’d like answered? We’ve done another round of Rapid Fire Q&A with our Chief Revenue Officer, Marco Cortesi, and we’ve answered the followi...
The 3-Step Formula To Overcoming Sales Objections
December 27, 2021 13:00 - 3 minutes - 8.96 MBWhen faced with a client’s concern, the instinct of most salespeople is to go into objection handling mode. You may be doing this too— where you are automatically rattling off a rebuttal you’ve been taught. If you want to be a top salesperson, I want you to stop doing that. Instead, focus your energy on getting your prospects to overcome their own concerns. How? Let me teach you this simple 3-step formula. Listen closely and make sure to write this down so you...
Rapid Fire Q&A (Part 1)
December 23, 2021 13:00 - 30 minutes - 69.7 MBResources: ✅ Join the Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. https://www.facebook.com/groups/salesrevolutiongroup What are your pressing sales questions? We might have just answered them in this Q&A session with Marco Cortesi, our Chief Revenue Officer. We answer questions on the following top...
The Stress-Free Way To Convince Customers To Buy Your Product
December 21, 2021 13:00 - 29 minutes - 83.2 MBResources: ✅ Join the Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. https://www.facebook.com/groups/salesrevolutiongroup You can’t convince customers to buy your product if you lack one essential element in your sales process. Do you want to know what that is? It’s simple. It’s about understan...
How to Handle Unhappy Clients Who Ask for Refunds
December 20, 2021 13:00 - 4 minutes - 9.71 MBAt some point in your sales career, you’re bound to encounter an unhappy customer who wants a refund. When you do, you must resist the temptation to argue and prove them wrong. Instead of trying to win the argument, you should be trying to win your relationship with the client. How do you do that? Ask them these empathetic questions and your victory is secured. Follow us on YouTube and visit our Sales Revolution Facebook Group to get more of these tips. Resou...
Are You Sabotaging Your Sales Game By Using Old School Sales Methods?
December 16, 2021 13:00 - 30 minutes - 84.7 MBResources: ✅ Join the Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. https://www.facebook.com/groups/salesrevolutiongroup If you’ve ever tried the old school sales methods, then you know it no longer works. So what does move the needle for today’s skeptical buyers? It’s going beyond surface-lev...
Use This Sales Process that Works In Any Industry
December 14, 2021 13:00 - 23 minutes - 68.8 MBResources: ✅ Join the Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. https://www.facebook.com/groups/salesrevolutiongroup How do you go from zero experience in sales to the number one salesperson of your company? It’s all about using the right sales process. Brady McCarty was winging it day by ...
How to Handle Prospects Asking for Proposals
December 13, 2021 13:00 - 2 minutes - 1.99 MBWhat if a prospect asks for a proposal from you before you even discover what their situation is? Just remember one thing here - DON’T FALL PREY TO THIS REQUEST! They might be fishing for information or someone who doesn’t have the budget for what you’re offering. Hence, putting together a proposal would be a waste of valuable time. Always have the upper hand when encountering this kind of situation. Ask the right questions and take them through a tried and tested sales...