Never
make the assumption that your
prospect will initiate contact with
you. You will too often be
disappointed. Human nature is such
that people will be reluctant to
contact you because of how busy they
are and the natural "sales
resistance" that we all
possess.
Always take the responsibility
yourself to initiate follow-up
contact with the prospect. Before
ending an encounter, ask, for
example, "Is it okay to
check back with you next week (or
next month?" Then do it.
Your action will help to build trust
as they see you following through on
what you say you will do.
Do you leave messages and then
give up because the prospect did not
return your calls? If so, you are
assuming more than is prudent about
the interest or intent of the
prospect. Instead, if they do not
answer, hang up and call back at
different times and days in order to
speak with them in person.
Even after setting an appointment
for them to visit your community,
you should always contact them to
confirm the appointment.
By following these simple tips,
you will greatly improve your sales
performance over the long run.
Click
here to review past newsletters
»
