- Ask for a meeting. Keep asking for a meeting. Do not expect that your prospect will guess what you want or offer what you want. It is your job to ask and keep asking till you get what you want.
- Initial prospect objections frequently mask the real objections. Part of your response to an objection must be to help your prospect articulate their real objection, which you can then address.
- Prospect objections are a way of getting information about your prospect. Use the objections to get your prospect talking.
- Always follow up your introductory meetings and continue to follow up. Remember the ‘Rule of Seven’-that, on average, most sales are made somewhere between the 7th to 12th contact with a prospect (a ‘contact’ can be a phone call, an e-mail, a letter or any type of contact). The introductory meeting is only the beginning of your relationship.