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How To Stop Playing Phone Tag And Close More Sales
By Greg Beverly
Few things can be more frustrating for the sales professional than the proverbial game of tag with prospects. You know the drill…you call and leave a message, the prospect calls back and leaves a message, you call back, and on and on and on. This can be extremely frustrating, not to mention terribly inefficient. This situation is a symptom of a larger problem…the problem of not controlling the sales process.
From the moment of your initial contact, YOU should be controlling the sales process. You know the steps that must take place to complete the sale. You know how long each should take. You know the hurdles that must be overcome. In short, you know the sales process for your product or service and therefore you must control that process from the very first contact. This is a subject for another article, actually many more articles, but for today, let’s take tag out of your vocabulary.
Too often when we are making that initial contact, it is easy to allow a prospect to say something like, “This is a bad week for me, give me a call next week.” This seems to start a process that extends far beyond next week. It starts with your call the next week, your prospect is busy, or out and you leave a message to call you back. Now…IF the prospect calls you back, and if you have been in sales for any length of time, I don’t have to say any more than that, it is very possible that that return call will come while you are in another meeting or on the or in some way
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