Recognize Buyers on the First Call

A participant at one of my onsite Buying Facilitation® trainings took me to his desk where he scrolled through pages of names of one-contact prospects who’d ignored his follow up attempts. “What do I do with all of these names? They’re buyers. How can I get them to take my call?”

I scrolled through the hundreds of names, noticed the many dates of attempted follow up after each name, and told him to give me his finger. “My finger?” “Yes”, I said. “Use it to press the delete key. You’re wasting your time.”

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