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‘Save Money and Increase Sales'

 
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CombinedNSP
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Joined: 13 Dec 2006
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Location: Cleveland, OH

PostPosted: Dec Sun 17, 2006 1:13 pm    Post subject: ‘Save Money and Increase Sales' Reply with quote

‘Save Money and Increase Sales'

When you make sales calls, how often do you hear this line:
"Yes, I'm interested.
Send me some literature."

As Art Sobczak [http://www.businessbyphone.com] points out, this is often just a stalling tactic. You can end up wasting a lot of money sending one package after another. Plus, you're wasting time on someone who probably won't ever buy from you. You're better off spending that time with customers and serious prospects. Art suggests this response when someone requests literature early in the call: "I'll be happy to send you information. So that I can include what would apply best in your situation, let me ask you a few more questions ..."

When someone requests literature after you make a presentation, Art suggests you say this: "I'll be happy to send something that summarizes what we discussed. Let me ask you, though, if you like what you see, I'm assuming we'll be able to do business together?"

By Markus Allen [http://www.markusallen.com]
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