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"Helping
Clients to
Make a Decision..."
Dear
Top Secrets Subscriber,
If you do a reasonable amount of prospecting, it's likely that you have at least a prospect or two who just can't seem to make a decision. They say they're interested, but they keep putting it off. They have reason after reason, excuse after excuse for failing to take action. They just can't seem to get off the fence.
Some will tell you the truth, others, well, you know the drill.
If we don't want to appear pushy, we might allow them to keep putting us off for days, weeks, even months or years. But when we do that, we're not doing our prospects or ourselves any favors.
Encourage Clients to Take Actions that Will Benefit Their Business
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| Top
Secrets Author, Entrepreneur & Business Consultant,
David Blaise |
If the promotion we're recommending to a client is a good one... if it addresses their needs, targets the appropriate audience and has a good likelihood of success, we do our clients a disservice if we fail to really encourage and yes, push them to take action. If the promotion does not make sense for a client, then we shouldn't recommend it to them in the first place. But in either event, there is rarely any benefit to the client in putting off a decision. So every now and then, it's a good idea to push a little harder and do what is necessary to help nudge indecisive clients off the fence. A yes decision is great. A no is okay too, because it allows you to move ahead. But those "maybes" will kill you.
What can you do today to help drive an indecisive client to a yes or no decision? I tend to favor a direct approach, with questions like: What's currently holding you back? Is there something about this promotion you're uncomfortable with? Do you have something different in mind? What's your timeline on this? I don't recommend asking these questions in an antagonistic way, just in a way that lets them know that you really, genuinely want to help. And in order to help, we have to fully understand their needs, and then occasionally do what is necessary to help get them off the fence.
If
you are ready to improve your results dramatically, call
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risk-free test drive of Top Secrets.
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If
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call us today with any questions at 1-800-494-2721.
Sincerely,
David Blaise
Top Secrets of Promotional Products Sales
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