From Dr. Len’s published archive. This article reflects the context and perspective at the time of its original publication.
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.
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