Every salesperson on the planet has heard these words from a prospect. 90% of the time, you don't hear back from the buyer who used the phrase because:
- They don't want to buy from you but were too polite to say so.
- Now that they understand what you sell, they decided they don't need it now.
- They do buy it. When you're face-to-face, the buyer intends to give you an opportunity. Then, time passes. When the opportunity arises, they buyer forgets to include you on the bid list.
When you hear these words, say, "That's great! When do you expect to have to place an order?" Smile and press a little harder for specific details because the buyer will be more likely to remember the conversation and to act upon it. And never forget it's your job to follow-up.
AND FYI . . .
On December 11 at 11:00 AM to 11:30 EST, Patrick Whelan, President of Great Reach Communications and I are doing a free webinar called "Three Easy Ways to Grow Sales in 2010."
Click the Link Below to Learn More. |
- One simple technique to increase prospecting activity.
- Stay top-of-mind with the right marketing strategy.
- Time management tips to accomplish more every day.
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The Sales Meeting is training on demand for printing salespeople and costs only $89 per session. Click the link to learn how you can achieve more success. |
