October 15, 2003
Sales & Sales Management Newsletter
This issue deals with overcoming common prospect stall tactics.The Dreaded "Send Me Some Information" Dead End
by Ted Gulas
Billy Bob's mindset must be reinforced to believe his first goal on the call is to maintain control of the selling game. He needs to understand that he is in total control of whether or not to agree to send literature. The only time he can agree to send information is when Billy Bob has a clear understanding of what the prospect wants to know and exactly what is going to happen after the prospect has the literature. Billy Bob has to ask tough questions like:
In today's world one can always defer to their web site provided you go through it together or meet the ground rules above and get a warm fuzzy on the answers to the questions. (Want to know if your web site is hitting on all cylinders - click on this link to take the free assessment)
In conclusion, unless you have a good understanding of your prospects' pain or future gain and a commitment from the suspect or prospect to do something once they receive the information, do not waste your time or the company's money.
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