Monday, February 22, 2010

This is NOT a buying signal!

"I'll keep you in mind."

Every salesperson on the planet has heard these words from a prospect. 90% of the time, you don't hear back from the buyer who used the phrase because:
  1. They don't want to buy from you but were too polite to say so.

  2. Now that they understand what you sell, they decided they don't need it now.

  3. They do buy it. When you're face-to-face, the buyer intends to give you an opportunity. Then, time passes.

When the opportunity arises, they buyer forgets to include you on the bid list. When you hear these words, say, "That's great! When do you expect to have to place an order?" Smile and press a little harder for specific details because the buyer will be more likely to remember the conversation and to act upon it. And never forget it's your job to follow-up.

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