Prospects Are Also People
Jill Konrath, www.jillkonrath.com
“Treat the person you contact like a human being, not a prospect,” recommends Jill Konrath, author of SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. “In calling a friend, you’d automatically ask if you were interrupting: ‘Is it a bad time?’ You would notice if they sounded distracted and address it head on: ‘Hey, if you’re swamped right now, I don’t want to interrupt. I’d rather catch you when you have a few minutes to talk.’ And you’d immediately suggest a future contact: ‘When is a good time to call you back?’” Konrath elaborates:
Prepare for the common obstacles prior to the call—and eliminate them if at all possible. For example, they say, “We ...
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