According to the late, great Chet Holmes, in order to make a sale, you’ll need to follow up with a prospect twelve times, eight of whom will tell you, “No.” “No” is the natural enemy of the salesman. Most humans fear their enemy. Therefore,...
Nothing is more frustrating to a salesman than a slippery prospect. You know the type. Shows up as a prospect, you have a serious sales conversation which leads to a “yes,” then they disappear like a David Copperfield act. You follow up, they don’t...
You left the meeting and had a good feeling about this one. He said to follow up with him in the next few days and he’ll close the deal with you. You need the sale. You know the prospect is a busy man. You’ve already left a few messages and sent an email or two. How...
