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One Way To Push Your Prospect Off The Fence
by Mr. Cold Call

At one time or another it’s bound to happen. It’s inevitable and especially true if you’re a seasoned salesperson. Ever hear of something called “The Run-Around” or how about something called “The Fence Sitter?” These terms define a type of sales prospect who just can’t give you an answer and each and every week it’s a different story. This story could be that they just can’t decide on a vendor to go with or perhaps they’re just indecisive. So what technique can you use to “push” your prospect off the fence?

Allow me to ask you a few questions and the answers that I expect you to have will help you to understand the infinite possibilities of this technique. Are you ready? Ok then, for those sports fans out there, who is your favorite team? What if I told you that I could personally introduce you to your team’s quarterback or pitcher? How would this make you feel? I’m guessing that you would be on your cell phone in the next few minutes calling your family and friends with the news. Am I right on this one?Keep reading.

The mechanics of this example can be systematically applied to the sales technique that I’m about to explain and can be used to help move the sales process forward. This technique may not work every single time, but for many prospects it will and it’s guaranteed to move the process along and close more sales! Next time you feel that your prospect is giving you the run-around or just can’t make a decision just say, “(First name of prospect, how much would it help if I were to introduce you to our CEO?”May I have our CEO (Insert their full name) either call you on the telephone tomorrow morning at nine to discuss this deal or perhaps we could visit your office on Friday morning at noon? What are your immediate thoughts?

What I really like about this technique is it’s ability to get some kind of commitment from your prospect. In life, little commitments combined with more commitments will always result in some type of effect. In this instance, your goal is to get them to say something other than call me next week or next month, but rather to agree to a specific day and time. If you seem to get this objection often then what are you waiting for? Go through your list of fence sitters, pick up the telephone and let’s push your prospect off that fence!

Copyright 2008 Mr. Cold Call, Inc. - All rights reserved.

Behind The Scenes With Mr. Cold Call™

Mr. Cold Call™ is a worldwide sensation and claims to have made over 80,000 cold calls to date. He has been quoted by numerous national publications such as Selling Power Magazine, Investor's Business Daily, Successful Fund Raising and Advantage Magazine. He has written over 65 articles on cold calling, developed a sales ratio calculator that automatically calculates your daily, weekly, monthly and yearly sales ratios, offers a custom sales script service called "The Script Responder" and finally, is the author of four best-selling ebooks with FREE email support and these titles include:

  • 113 Common Sales Objections, 192 Clever and Savvy Responses
  • How To Have Fun Cold Calling and get your telephone ringing off the HOOK!
  • 58 Sales Openers that will WOW your sales prospects
  • The New Business Idea Sales Generator Workbook

For more information on Mr. Cold Call™ and to sign-up for his free weekly cold calling tips visit www.mrcoldcall.com


   
 
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