When you have a prospect to follow up with, what do you do when you call them?
If you're like most "salespeople" then you're probably calling up and asking a silly non-value question such as; "just following up to see if have any more questions, or have you made a decision yet?"
Instead of calling your prospect & asking if they've made a decision - call & offer them some information of value to their business, life, and/or give them a referral. Be more than a typical salesperson. Wake up, they know why you're calling them. Don't pester them. Be different, be original, be a "sales professional" - be their advocate, their cheerleader, their source of value beyond the sale. Give more of yourself selflessly and they'll give to you.
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