RULE 19 You Win When You Lose
When I ask you for a Next Step and you tell me why you can’t possibly give me one, I win.
Why? Because I get information about exactly what’s happening in the relationship, and I’m now free to contact someone else!
A week or so ago, I had a meeting with the vice president of sales at a major Internet company. As that meeting drew toward its close, my contact said, “Listen, this has been fascinating, and you’ve given us a lot to think about. Let me have a couple of weeks to look everything over, and then give me a call.”
Here’s my question for you: Is that a Next Step?
Of course not. It’s too vague. After a couple of weeks — that is, at some undefined point after the two-week period during which most of us schedule ...
Get Make the Sale Happen Before Lunch: 50 Cut-to-the-Chase Strategies for Getting the Business Results You Want (PAPERBACK) now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
