The Cost of Calling Back Later
The next time you hear a decision maker say something like, “I’m thinking of doing something about this. Why don’t you call me back in six months,” DON'T CALL BACK IN SIX MONTHS!
This decision maker is in the Window of Dissatisfaction. If you help create their buying vision now, your odds of winning the sale are 74 percent. Call them back in six months, and your odds of winning the business drop to 16 percent.
Source: Craig Elias, creator of Trigger Event Selling and the Chief Catalyst of SHiFT Selling, Inc.
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