Impatience is a virtue. Push a little harder.
No one likes to be pushed, so we all try to be gentle with our prospects and customers. Unfortunately, that's really not good for them-or for us. We are paid to help them move forward (with our product or service). We have to move the question. We have to do it politely, but persistently. We must do it with a smile, but we must keep the sales process moving. "Give me a call when you are ready," or "Let me just leave some information for you," are not acceptable sales sentences. We are paid as professionals to say things like:
"Now that I have addressed your concerns, do you feel the time is right to start working with the Metro Center office?" "May I ask that you commit to giving me 1 out of every 3 of your transactions for 90 days?" "What should we do next to move this along?" Push a little harder than you think you should. Test the limits on every call.
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