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As you know, this is the time of year that our prospects and customers are telling us "wait until next year", and, "we will be doing something first quarter of next year." These responses are sometimes a put-off/stall, and, sometimes these responses are real.
You may want to consider responding to your prospects and customers in the following manner the next time they tell you "wait until next year", and, "we will be doing something first quarter:"
- "If we wait until next year...What are the things that you want to talk about when we reconnect at that time?"
- "What is one thing...I could help you with...between now and the end of the year?"
- "What are the steps that we need to take between now and the end of the year….so that we are ready to re-launch our conversations during ‘08?"
- Who else along with you should we talk to at your company between now and the next time we connect?”
- "If we do wait until next year...how would you like me to prepare for our meeting at that time....when we get ready to talk again?"
- What are you planning on doing differently in ’08 than you have before? What would be the best way to tell you ways that we can support your new plans?
- What can we do between now and the next time we talk so that we can be considered one of your supplies/vendors in the new year?
- "Since the new year is only a few weeks away…let's go ahead today and schedule a tentative time/day for January to re-launch our conversations"
Your responses above provide you the opportunity to determine if your contact is putting you off/stalling, or, if their responses are real ones. The objective of your responses is to obtain some type of commitment between now and January of the New Year. We want to start the process today so that we are fully prepared when January '08 starts.
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