January 23rd, 2008
A Timely “no” Beats A Mysterious “maybe” Every Time
Lots of people fear rejection, and of course this afflicts salespeople, too.
For this reason, some sellers are afraid to close, which is directly asking for assent, and others fear calling back and following-up because they’re concerned they’ll seem too impatient and aggressive and this will spoil a deal that may have ripened with time.
But I believe it is exceedingly helpful to drive each prospect to a commitment one way or another and the sooner the better!
Just today, I exchanged email with a prospect who said he was going to take 4-6 weeks to
approve my deal because he wants to do some research.