Nothing is worse than finally catching a fish, getting it up on the bank, and then watching it slide back down into the water. When prospects finally request something from you like a sales catalog or a price quote, put them on your stringer before they can get back in the water. Don't waste time—time in which buyer's remorse can set in, or prospects can change their minds, or a competitor can beat you to the punch. You need to move quickly when a customer says “yes.”
ACTION ITEM
Make certain that, when potential customers say “yes,” you put them at the top of your list and service them until you get the sale. Focus your attention on these prospects until you make the deal.
When a salesman finally got a prospect to request information on a large wall cabinet full of electrical terminals, he was excited. He promised the prospect that he would be back the next week with product information, pricing, and availability. When he walked in the following week, he nearly had a heart attack. There sat a big display of electrical terminals the prospect had purchased from another sales rep who beat him to the punch. But he learned an important lesson. When customers say “yes,” put them on the stringer and seal the deal. You have to move fast.
TAKEAWAY
When opportunity knocks, some people
complain about the noise, while others spring
into action. Which kind of person are you?