Jeffrey's Self Test For Success
You Are Correct!
This week's Question:
A prospective customer told you to follow up with them in a month, but they never seem to take your call. What action should you take?
Here's how you compared to others who took the test:
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1267
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A.
Call them everyday with a creative voicemail until they return your call.
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9902
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B.
Do something creative to engage another conversation.
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769
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C.
Drop in at their office and sit and wait until they see you.
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659
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D.
Just let it go because they are not interested.
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The Wisdom Behind The Answer...
At the heart of the sale is the science of creativity. If you are unable to get a return phone call, but believe in your heart of hearts that your product/service will help your prospect, then your ability to be creative will determine your success ratio in reengaging the customer's desire to purchase. Calling them everyday with a creative voicemail is good, but maybe a little over the edge. One or two good calls should do it. Dropping in is another way of forcing their hand, and you may not like the results. And just letting it go because you think they are not interested is a fool's mistake 50% of the time. Salespeople's prejudgment is often their biggest expense. It is the money they never make, it's the money they leave on the table for being too "smart". Your biggest opportunity as a salesperson is to study the science of creativity.
–JEFFREY GITOMER, excerpted from The Little Red Book of Sales Answers
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