October 7, 2019

You WANT the Meeting!

I recorded this video (before the Cardinals 9th inning collapse and painful loss Sunday afternoon) in response to comments on a LinkedIn post referencing a suggestion from my book Sales Truth.

This respected sales leader's post quoted one of my favorite (and most effective) comebacks when a prospect declines your request to meet: “Visit with me anyway."

I was surprised by the number of sellers commenting that they felt it would be a “waste” to meet with a prospect who was under contract with someone else, and I share my counterintuitive perspective and strong exhortation in this brief video.

Bottom line: You want the meeting!