Saturday, June 04, 2011


from my email:

Daily Sales Tip: Timeliness

Prospects get turned off when they have to listen to product details that may or may not be important to them. Or when they receive calls they are not expecting. Or when they don't get callbacks when the calls were promised.

These convey the message that the salesperson's time is more important than the prospect's time.

If you want to convey trust, don't assume prospects have time to talk to you. Be selective in your scheduling and respect their time.

Source: Adapted from Killing the Sale, by Todd Duncan, CEO and founder of The Duncan Group.

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