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Thoughtful Thursdays – When your prospect says they will call you back

Your prospect indicates they are interested in your services, but are not ready to start the project and they will call you. What do you do?

My first suggestion is to not conclude the conversation at that point. At a minimum, ask them if they would mind if you follow up with them at a specified time in the future say one month.

Preferably, you want to get more information about the reason or reasons why they are not ready to move forward. The reasons can be many and varied and it is important to determine and verify what they are.

Once you know the reasons, you can develop the appropriate action plan to get the sales process back on track. In many cases it will be that project priorities have changed and a new schedule is required. It happens more than you might expect and is not necessarily the end of the opportunity.

Adjust your action plan for that prospect accordingly and move on to your next opportunity. When it is time, follow up and restart the project.

Good selling,
Richard

Have a question about sales? Contact Sakanashi and Associates Inc. and I will be happy to respond.


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