Your competition, they hear a request for information and pricing and they get to work giving good answers hoping they are their right ones and this person will buy.

This is more common in sales than we think, not just for those new to the business, it can affect experienced sales people who have fallen into the infamous "rut".

The process was slowing down early on in the selling process… specifically in the initial communication phase.

Meetings, phone calls were ending without a specific next step to move forward.  

Call any office in America today get someone's voice mail and you will likely hear some version of:

"Hi, you've reached the desk of ______; I'm either on the phone or away from my desk.  Please leave me your name and number I'll get back to you as soon as possible."

Nowadays, marketing has been made much easier. With a strong email list and some few ideas, you're set to give your business all the prospects you’ll ever need.

Here’s a quick 10 point list: 

As professionals it’s our job to connect the right people with the right information in the right way – a way that makes it easy to say yes if there’s a fit.

This means that when we’re prospecting for new opportunities, what were really looking for are the people that are open to having a conversation.

What I’m getting ready to share with you is a simple tool you can use to take the follow up calls you’re already making and transform them into laser focused discussions that get your prospects to start telling you why they need what you have and literally asking “What’s the next step?”…