Hey, this is Dr. Len and today is about sales.
More specifically, I have a question I want to share with you that will tell you whether you should keep talking to a prospect (about your product/service), or tell them to call you back in the future when they’re ready to get started. This will save you a lot of time.
Now, if you’ve been following me for a while, you know that what I teach is how to become a great Opener, so that your prospects close you – rather than trying to be a hard closer, for trying to force or convince people. That rarely works.
So, what is this one question that I ask – and I highly recommend that you ask – on the front end of your conversations with your prospects?
It goes like this, “Bob, by when do you want to get ______(desired result)?”.
If somebody says, “Right now.”, you continue talking.
If somebody says, “In about six months”, say, “feel free to call me back then”.
This will save you a ton of time. This has been your Cut The Yo-Yo Marketing Minute.drlenschwartz.com cuttheyo-yo.com