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Friday, November 13, 2009
Offering a Choice

YOU can give your prospect a choice.

When you have determined that your contact is now a prospect, you must determine a time to meet. To help in this process, give your prospect options.

What does it mean to give your prospect options?

It means maintaining control.

It means giving choices.

It means narrowing the focus.

Maintain control of the conversation
When in the closing phase of making an appointment, keep control by asking questions.

Give the prospect choices
When discussing a time to meet, suggest one or two days of the week. For example, “Would Monday or Thursday be best?”

Narrow the focus
Once the day of the week has been determined, narrow the focus. For example, “Would mornings or evenings be best?” “Would 6:00 p.m. or 7:30 p.m. be best?”

Remember what Mary K. Ash and others have said about selling yourself:

Pretend that every person you meet has a sign hanging around his or her neck that says, ‘Make me feel important.’ Not only will you succeed in sales, you will succeed in life.
Mary K. Ash

The first sale you make is to yourself.

Gary O'Sullivan
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.


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