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Situation: You walk into your prospect’s office for the first time and notice several diplomas hanging on the wall. (Give yourself 10 points for each correct answer.)

Question 1: How many call-backs will it take until you can close the deal?

Question 2: Does this person want you to just get to the bottom line and he’ll fill in the blanks later?

Question 3: What is the message the prospect is sending you?

Answer 1: Batten down the hatches; this is going to be a long sales cycle. You’re looking at an Analytical prospect. He’ll require 4-6 calls from you just to arrange that first appointment. 4-6 appointments before he’ll get around to seeing 4-6 presentations. And 4-6 closes before he’ll ever make a decision to buy or pass.

Answer 2: This prospect can’t get enough information from you. The more the better. Don’t make the mistake on the first call of giving everything you have. He’ll want more than you can dig up. And you better make sure your facts are accurate. If not, each misstatement is a strike against you and your credibility.

Answer 3: The messages the diplomas expose are that this prospect is trying to prove to you he is who he says he is (as far as prestige), he’s accurate, deals only with the facts, don’t push him for a quick decision and don’t try to back him into a corner.

Whew! That’s a lot before he even opened his mouth.



© 2006 Jerry Hocutt, Hocutt & Associates, Inc. Download your FREE ebook, Creating Sales Opportunities – Five Proven Ways, and get a FREE 30-day trial of the D-I-Y Sales & Marketing Email Postcards™ at http://www.YouveGotContacts.com. For many more sales & marketing tips, visit our blog at http://footinthedoor.typepad.com.

About the Author: I’ve Been Compared to David Letterman. My mission: to help Salesknockers™ (the rare and seldom seen business person or salesperson who creates their own opportunities) succeed. I’ve trained over 150,000 people in business since 1992 through our nationally acclaimed Cold Calling for Cowards® seminars. (“He’s the Zen Master of Cold Calls” – Los Angeles Times.) I’ve been compared to David Letterman by the New Brunswick (NJ) Star-Ledger (“Lord of the Rings”). “Okay, so he’s not David Letterman.” (I didn’t say it was flattering. Just that I’ve been compared to him.)