On August 26, 2009
How to Cope with Customers Who No-Show
Have you ever gone spent a day to visit a customer — only to be stood up? It’s a common occurrence, but it needn’t be a disaster, according to Bruce Seidman, president of the sales training firm Sandler Systems. Here are three simple rules to help you avoid the problem, and turn it to your advantage when it crops up. RULE #1: Pre-sell the Appointment. When you’re setting up the sales call, ask the customer “what is supposed to happen at the end of our next appointment?” and “Is there anything that you can think of that would come up between then and now that would get in the way of us having this meeting?” These two questions force the…
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