How To Determine If They Are Worth Following Up With

Business Communication   Written by Art Sobczak - Word Count: 281
- -    


If a prospect suggests they alone won't or can't make a decision, or make one now, they might be brushing you off. If you can't get some type of commitment from them, even a minor one, it’s pretty likely they have no intention of doing anything.

On the other hand, if they are sincere, they'll have no hesitations about committing to doing something for you.

For example, consider the scenario where you've questioned, made a presentation, and the prospect says, "I really can't do anything myself. It’s going to be Jan Smith’s decision. I'll talk to her and get back to you."


If you left it at that, you likely wouldn't get this person's enthusiastic support, therefore Jan wouldn't be too excited about it either.

Instead, to get a commitment from this person you could say, "Do you personally like the idea?"

"If it were your decision, would you go with it?"

"Would you be comfortable recommending it to Jan before I call?"

Their answer tells you if they're serious and worth following up with.

blog comments powered by Disqus

Art Sobczak gives real world, how-to, conversational ideas and techniques helping business-to-business salespeople use the phone more effectively to prospect, sell, service, and manage accounts without "rejection." Art is author of numerous books, taped training programs, and publisher of the TELEPHONE SELLING REPORT sales tips newsletter. He’s also a speaker and trainer, providing high-content, one-hour to multiple-day customized speeches and seminars. To receive his free “TelE-Sales Hot Tips of the Week visit www.businessbyphone.com. For addition information,



Copyright (Reprint Terms)
Copyright© 2002, Art Sobczak. All right reserved. For information contact FrogPond at email susie@FrogPond.com.