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Written by Marvin Montgomery
There’s an old saying, “If I had a dollar for every time …” Well, if I had a dollar for every time someone said to me, “The reason why I have not called back is because I don’t want to seem pushy,” I would be a rich man. It’s time to change your mindset. You deserve an answer when you are making your follow-up calls. Either a “yes” or “not now!” That’s all I want to know.
Ask yourself these questions
1.Did I establish a relationship?
2.Did I uncover the pain and demonstrate that I have the solution?
3.Did I sell value and not price?
4.Did we both agree on a date and time for follow up?
If you can answer yes to all of these questions it’s not pressure. You have a solution that you want them to take advantage of as soon as possible. That’s why you are being pleasantly persistent and not pushy. Keep calling until you connect. Change your mindset.
MARVIN MONTGOMERY is an author, speaker and sales training consultant with more than 30 years of experience. You can ask the Sales Doctor a question at SalesDoctor@MarvinMontgomery.com.
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