Keep 'Em Interested
How to engage prospects before they have a chance to tell you they'll "think it over"
By James Maduk •
Opinions expressed by Entrepreneur contributors are their own.
For many businesses, the summer months mean a sales slowdown.New prospects become hard to find, and current opportunities tellyou "I'll have to think it over" or "I'llget back to you in a week or two." It's those kinds ofresponses that often lead business owners to ask me "How do Ihandle that?" But in fact, that's part of the problem.
Many people mistakenly identify these customer responses asobjections, things that are traditionally "handled."These responses are in fact a "stall" in the salesprocess and not an objection at all. Things will only get worsewith your prospect if you try to "handle" this customerfeedback using a traditional objection-handling approach.
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