How many of your buyers are saying “If we’re interested we’ll call you.” (and then never calls).
A solution is for your reps to take a little more risk to maintain connectivity. If a buyer says “Don’t call us,” say to them “I look forward to your call, if I haven’t heard from you in three months, mind if I check in to see if things have changed?”
The last step in a sales call is not the close, it’s agreeing and setting up your next contact. We need to make sure, if a customer says “We’ll call you, don’t call us,” that your reps push a little harder to establish some kind of connectivity to talk again in the future, even if it’s six months or a year from now…because, when a customer says we’ll call you, you know they won’t.
Join me as I share specific things your reps can do to neutralize this buyer response…so you can sell even more!