Comment

Comment by Ernie Rizzolo on August 16, 2012 at 4:39pm

Perfect again...I never let my salespeople say "today" or "drive today". I've had customers say no to a close like that only to find out that the no was to the today part and not to the request to purchase! Simple and straightforward is far more respectful of your customer's intelligence and the answer to the question can't be ambiguous. I do believe after that 7 word question is asked there should be a pause until the customer responds. You asked a question, wait for the answer and don't give them any hints on how to answer like "or do you need to think about it" Frightening how many times I've had FORMER salespeople say that.