Look up the meaning of busy .”Engaged in action: not idle”. Study it. Understand it's meaning. If you think you are dealing with a prospect who fits the criterion, then make sure you do not become a sales casualty as a result of misunderstanding this meaning.
Be prepared to deal with a busy prospect before you even walk into his office or engage him on the phone. Know what you are going to say beforehand with this type of individual and even more importantly (which most salespeople do not even think of ): set your demeanor.
When your customer sets this tone, make sure you get right down to the purpose of your call. Be brief and to the point.
Greet your customer and say “Let me get right down to why I am here. Take out anything you want to show him and get right to it. Be relaxed but purposeful. Always speak in a conversational tone and be yourself, but get on with it. Let the customer decide when to slow the interview down.
Remember it is still all about the customer. When the customer comes to understand; that you understand his situation, believe me; he will extend you a lot more time.
Let your customer make the decision.
Thank you
Joe D'Ambra
www.basicsofsales.com
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