Hope is not a strategy
I would be a rich man if I had a dollar for every time someone said, "I hope this deal will close this week." Or, "I hope he will call me back today." Hope is not a strategy. If you want something to happen, it is your job as a salesperson to make it happen. I don't mean that you are going to hold someone ransom or threaten their puppy to get what you want. As a salesperson, you have tools and levers at your disposal that you need to use daily. The greatest way for a salesperson to wield power and to get things done is to provide value in such a way that your customer willfully chooses to do what you want because you consistently and effectively ensure they get what they want. Zig Ziglar`s (yes, I am going to quote him - he provides good insight) golden rule is, "Help others to achieve what they want and you will receive what you deserve." If you want a customer to call you back, you have to have started your strategy long before that time an...