CHAPTER 11
Customer Engagement Dos and Don’ts
Salespeople frequently ask me, “When is the right time to make the call?” My response is, “Right now!” If you don’t make the call now, when will you make it? Will you ever make it? If there is any chance you won’t make the call another time, then make it now—regardless of what you know or don’t know. I have had people claim what I’m about to say is not right, but I believe I’m right at least nine times out of ten. Yes, it sounds strange and flies in the face of conventional wisdom, but I truly believe a bad call is still better than no call. Believe me when I say I’ve had some contentious discussions with sales managers and salespeople about this, but I stick with it. Momentum has a way of creating ...
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