However, I didn’t do that in this particular situation and six minutes into the call my prospect said, “I have to get to a meeting. Send me some information and we’ll talk later.” As a result, I did not have the time to more deeply pursue my prospect’s problem. I got caught in the time trap and ended up rushing my call.
It is essential that you resist the temptation to push through a call because your prospect is pressed for time. A better alternative is to reschedule your call to ensure that you have the time you need to do a thorough job.
This is more challenging than it seems. It requires focus and discipline and the courage to say to a prospect, “I want to make sure that I fully understand your situation before putting together information. When would be a good time to schedule a 20 minute call?”
This concept will separate you from your competition and help you earn your prospect’s trust and respect.
Kelley Robertson helps sales professionals reach their sales quotas and targets in any economy. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.Fearless-Selling.ca. For information on his programs contact him at 905-633-7750 or [email protected]
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