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Thoughtful Thursdays – Sales patience

There comes a time when a decsion to continue to fish or cut bait comes into the picture when evaluating your prospect opportunites. Today’s sales thought is about considerations when making that decision.

My suggestion is generally keep propects on your list until they tell you that no opportunity exists. Even then, I will keep them in my database and occasionally reach out to see if anything has changed. With your time being valuable it is sometimes neccesary to consider taking prospects off your list ad inevitably, you receive a call soon after doing this.

Once rapport has been established with your prospect, circumstances may be favourable to reduce the call frequency. Before doing this, confirm with your prospect and establish a new timeline for your follow up. This will open up time for other sales activites.

When you have diligently followed up and still have not been able to connect with your prospect it is easy to just let it go. Based on your research, reevaluate the potential, be patient and keep them on your list. There are a multitude of reasons why the propect may not be available and you do not want to miss out. Just because they have not told you, it does not mean there is not an opportunity.

In my experience, sales patience pays off more often than not.

Good selling,
Richard

Have a question about sales? Contact us and I will respond to you.


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