Sidestep the Excuse
Sometimes the busy prospect will say, “Could you send me something in the
mail?” If you send the prospect something in the mail, the chances are very high
that he will lose it, forget about it, or decide not to see or talk to you at all. He
will feel that he has enough information to make a decision and that he doesn’t
have to tie up his time with a salesperson. Sending things in the mail is usually a
complete waste of time and money, unless you are selling from a distance.
When the prospect asks if you could mail something, respond by saying, “I
would love to mail it to you, but you know how undependable the mail can be
today. Why don’t I drop it off to you personally on Tuesday afternoon when I’m
in the area? Will you be available at that time?”
Don’t Be Put Off
The prospect may now make a last-ditch effort to avoid committing: “All
right, why don’t you call me on Monday and we can set up a specific time to get
together next week?” If you accept this “put-off,” then when you call on
Monday, the prospect will be in a “meeting” from which he will probably never
emerge.
Instead say, “Mr. Prospect, I’ve got my calendar here in front of me. Do you
have your schedule handy?”
The prospect will always agree that he has his schedule near at hand. You then
say, “Let’s set up a specific time right now. If something comes up and this time
doesn’t work for you, you can give me a call and we can reschedule. Would
Tuesday afternoon at around three o’clock be convenient for you?”
When the prospect agrees to meet with you at a specific time, you have made
your first sale, the sale that makes the real sale possible. You then confirm by
repeating the time, day, and date of the meeting, plus you give the prospect your
telephone number in case something comes up. Once this has been done, thank
the prospect; repeat the time, date, and place of the meeting; and say, “Thank
you; you are really going to like what I have to show you.”
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