Selling 9th Edition by Stephen Castleberry,John Tanner

تمرين 14

You've made six sales calls over a month with one prospect, qualifying needs with three separate influencers, and you finally get through to the decision maker. You make your presentation and it seems to go well. All of the influencers are there; they are all nodding yes, so as you wrap up, you ask when they'd like to get started. The decision maker replies, "I'd like to think this over." Two of the influencers look surprised while the third looks confused. "OK," you reply, "is next Tuesday OK to check back?" How could you improve on your answer? Be specific; what exactly would you say?