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Welcome to your CABB Weekly Connection
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Tactful Persistence Will Win you Sales!
By Amanda Puppo, originally appeared on August 30, 2012 on http://thebusinessbroker.com
Your prospects are getting hundreds of marketing messages a day, from multiple mediums. They, as are you, are trying to pack a 12 hour day into an 8 hour day. So how do you continue your prospecting efforts in a tactful, yet persistent manner, without being pushy?
The phrase "tactful persistence" should come to mind as you are thinking about the next contact with your prospect. Ask for permission on that last phone call, "What month should I follow up?" which makes you an accountable salesperson, rather than a pesky salesperson. Asking for a callback date from the prospect on each call you make, means that you don't have to spend time calling prospects that are not ready to make a decision. You may have planned on calling a given prospect back in 2 weeks, but they'll tell you they won't be ready with a decision for 2 months. If you keep enough prospects in the sales funnel, you won't mind when they push you off. Just be prepared for diligent follow up so that when that day comes for follow up, you are there, armed with notes from the last conversation to re-ignite the call!
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October 25: CABBinar Save the date!
Time: 9 a.m.
Topic: Professional Secrets to Negotiating Rent Relief and Lease Concessions from Landlords
Speaker: Aaron Weiner, CCIM, CPM®, LEED® AP (Senior Vice President)
More info.
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November 7-9: 2012 M&A Source Fall Conference
Las Vegas
Register today!
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November 8-9: CABB 101
Southern California/Business Team Torrance - Instructor: Ron Hottes
Register today!
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November 16: CBB Renewal Course
Northern California/Business Team Campbell - Instructor: John Mittlestet
Register today!
Click here for more information on CABB's upcoming events!
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The opinions, beliefs and viewpoints expressed by the various authors for this newsletter do not necessarily reflect the opinions, beliefs and viewpoints or official policies of the California Association of Business Brokers.
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