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Customers Sales and Selling Persuasion

Is there a point where I should stop leaving messages for a sales prospect to call me? I have called him several times but never get anywhere. If I get him on the phone, he says he's busy and will call me back, but he never does. If I leave a message on his voice mail, I never hear from him.

If you truly believe that your product can meet this prospect's needs, then you need to keep trying to get in touch with him. However, you may want to try a couple of different strategies.

Try calling early in the morning or late in the day, and if you get him on the phone, ask is if this is a good time to talk. If it is, start your presentation; if it is not, ask him when you should call back. If he gives you a designated time, be sure to call back right on the dot.

Since your real objective is to get a meeting with him, a slightly more assertive second approach may help. This time tell him something like, "I know how busy you are, but I am certain that our product can save you X dollars or increase your revenues by X. I'd like to set a 15-minute appointment with you. If you're not convinced that this is the product for you within that time, I'll leave. How would next Tuesday at 9:00 a.m. work for you?"

Either way, remember that generating new customers is a time-consuming process. It is always said that persistence pays, but so does patience.

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