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Keep 'Em Interested

How to engage prospects before they have a chance to tell you they'll "think it over"

This story appears in the July 2002 issue of HomeOfficeMag.com.

For many businesses, the summer months mean a sales slowdown. New prospects become hard to find, and current opportunities tell you "I'll have to think it over" or "I'll get back to you in a week or two." It's those kinds of responses that often lead business owners to ask me "How do I handle that?" But in fact, that's part of the problem.

Many people mistakenly identify these customer responses as objections, things that are traditionally "handled." These responses are in fact a "stall" in the sales process and not an objection at all. Things will only get worse with your prospect if you try to "handle" this customer feedback using a traditional objection-handling approach.

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