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Armstrong Beech Marketing Sales

Can you send me some literature?

It’s Monday morning and you’re sitting in the office planning your week of sales calls. The phone rings and suddenly you’re in a friendly conversation with a new prospect, Bob. Bob seems like a nice enough guy… knowledgeable about your industry, interested in your products and eager to ask all sorts of questions.
Up to now this is starting to look and feel like a real opportunity for you. But when you ask Bob about his decision criteria you hear those words that all sales people dread…”Oh, I’m just gathering information for someone else in my organization.” The atmosphere of the call has been positive, so you decide to ask Bob who the ultimate decision maker is. The conversation stalls for what seems like an eternity and then Bob says, “Sorry but I can’t do that.”
Sound familiar?   Great article from Tim Wackel. What do you do?