BY DOUG ROOKER, PURCHASING POWER’S VP OF SALES
Many salespeople feel they are being too pushy if they ask for some kind of action or next step before ending a sales call. And that’s puzzling to me. Asking politely and clearly for a next step is professional. It’s what sales people do. It’s not pushy.
It’s imperative that you ask the other person to do something. Otherwise you have no idea who’s actually a prospect and who isn’t. So ASK! Ask them to schedule a meeting, take a call, meet with your boss – anything! It’s a good way to qualify their level of interest.
Let me share an example to drive the point home. How many hundreds of times have you heard someone say on the other end of the phone, “Just send me some information.