Page 2 - November&December_2017

sales &

talk

"I'm too Busy..."

In the promotional products industry,
it's important to be knowledgeable of An excerpt from the Wendy Weiss e-newsletter:
upcoming events. Whether any of these
affect a current or prospective client, it Wendy, whenever I get a prospect on the line and I think they are about to
helps to stay on top of holidays, events make an appointment – they tell how busy they are and that they cannot
and observances. possibly schedule anything now. They say, “Call me next week” or “Call me
in two weeks” or “Call me next month….” I can never get them to commit to
scheduling the appointment. Then, of course, I’m never able to reach them
January ever again – so no appointment. What should I do?

01: New Year's Day I bet you’re reading the question above and nodding your head and
08: National Clean off Your Desk Day thinking, “Yes…that happens to me too.”
09: Law Enforcement Appreciation Day
14: Organize Your Home Day It used to happen to me as well – until I discovered what prospects are
18: Get to Know Your Customers Day really thinking and what they are really saying when they say they are, “too
19: National Popcorn Day busy.”
26: Fun at Work Day
28: Rubber Duckie Day First, they are actually busy. Today, everyone is busy. When you ask a
29: National Puzzle Day prospect for an appointment, prospects often think that you are asking
to engage with them right then and there. They may think that you want
them to drop everything they are doing in that moment so that they can
Weeklong Observances: have a sales conversation with you.
01-08: New Year's Resolutions Week
In addition, depending on the language that you use, your prospect might
think you want them to make a buying decision right then and there as
Monthlong Observances: well. You’ve got to be very careful with this!
Financial Wellness Month
Celebration of Life Month Here’s the solution: Start thinking of, “I’m too busy,” as a “yes” – you simply
have to find the right time. Use the following script:

“I understand that you’re very busy. I only need 10 minutes of your time (or
however much time you do need) whenever is good for you.”

Then ask for the appointment again. Make sure to offer different choices
from what you may have initially offered as your prospect has already
indicated those times would not work.

Source: Does this happen to you?
Wendy Weiss. Wendy Weiss e-newsletter.
December 5, 2017.

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