Sales trainer Renee Walkup has three favorite sales words: oh, tell, and today's word: when.
Walkup says that "when" is the perfect antidote to a serious disease afflicting most sales professionals, the "two-week" disease. You'll know you've got it if you find yourself saying things like, "So, Frank, I guess you now know what we have to offer. How about I call you in two weeks to follow up?"
First of all, Walkup explains, you have now set the criteria for following up. Why should that be YOUR decision? What if Frank is ready to buy? Think you'll get the sale? What if Frank can't get the approval until April, what good will two weeks do for you?
What's so magic about two weeks? It's a waste of time to impose this arbitrary timeframe on your customer when it really makes no sense whatsoever.
Walkup's cure to this selling disease is to "just ask when." It goes like this...
"So, Frank, I guess you now know what we have to offer. When is the best time to follow up with you?"
Now, Frank will tell you, and you're on his time frame--not yours. If he says "tomorrow," you'll close sooner than expected. If he says "April", at least you won't be wasting valuable time calling him every two weeks UNTIL April!
Put this advice to work for you today and watch your sales unfold like magic!
Renee Walkup is president of SalesPEAK Inc. and author of "Selling to Anyone Over the Phone".
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