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RAB Research Archive

Always ask for the prospect’s time



Salespeople argue about this one, but a failure to ask for the prospect’s time goes against the entire philosophy of “never selling into an interruption.” There is no excuse for not asking: ”Have I caught you at a bad time?” or “Can I take a quick minute to introduce myself?”

Most often, salespeople are afraid this gives the prospect the opportunity to say no. That said, it is unlikely bullying past someone will set you up for long-term success.

Moreover, a response indicating the prospect is busy represents an ideal and straightforward opportunity to schedule a brief call for the following week.

Source: Sales consultant Townsend Wardlaw





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