March 31, 2009
 |
 |
 |
|
“So What Happens Next Mr. Prospect?”
Don’t you hate – I mean absolutely hate – leaving a prospect’s office without knowing what happens next?
How many times have you driven out of a prospect’s parking lot feeling great about the meeting and realize she just said, “Get back with me next week sometime.” And your heart sinks because you know you’ll be stuck in voice mail hell for at least two weeks before she decides to take your call again.
So what can you do? Nothing. At least not this time. But you just received a powerful lesson learned and that lesson is NEVER, EVER leave the prospect’s office without getting next steps committed on the calendar.
The challenge for many sales amateurs is that they have mommy on their shoulder whispering into their ear, “She said to call next week. Now don’t be pushy and make her get her calendar out.” It’s NOT pushy to ask someone to agree on what happens next, as long as you remember it’s not what you ask, it’s how you ask it.
Agreeing to next steps is critical to how Trusted Advisors conduct themselves. Trusted Advisors, given their credibility, reliability and intimacy, keep control of the process to serve their clients efficiently. Mommy has no role in a sales call.
Click Here to Sign-Up for our FREE Newsletter.
Trustpointe, Inc.
6666 East 75th Street, Suite 150
Indianapolis, IN 46250
Copyright ©2009 Trustpointe, Inc. All Rights Reserved.
