You can move on to the next prospect, safe in the knowledge that you’ve done your best. Or now the
conversation will take a deeper turn. You’ll find out what the prospect’s real concerns might be. And
then you’ll know how to act on them.
You’ll also learn to address that issue at the outset in future sales calls, because if one person’s thinking
about it, then it probably bothers a lot of prospects. You’ve also denominated yourself as that rare thing
in the world – a listener.
In today’s busy world, real listening is rare. It demonstrates that you care…not just about making your
numbers but about the other person. So the next time you hear “I’ll have to think it over,” smile. You’re
about to change the result from to deal from no deal. And you’ll do it in a way that makes you—and
your prospect—proud.
New York Times best selling author Michael Levin runs www.BusinessGhost.com, America’s leading provider of ghostwritten
business books.
Notable Notes in Sales and Marketing
(Venice, FL) Enzymedica, the leading digestic enzyme
company, has hired Kevin Tautkus to the position of
Executive Vice President of Marketing, Kevin was
formerly with Nature’s Way.
(California & Nevada) Marc McGinnis is now Vice
President of Sales for The Word & Brown General
Agency. Marc’s new role will be streamlining the
sales processes across California and Nevada.
Have a promotion in marketing or sales that you’d like to share? Email your press release to
[email protected]. Not all entries will be accepted, please keep verbiage to no more
than five sentences. Include Name, Company and New Title.
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Strictly Marketing Magazine July/August 2016