TALK,NOT,ALWAYS,CHEAP,Recently business, insurance TALK IS NOT ALWAYS CHEAP
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Recently a member of our organization (let's call him Bob)had a hot prospect. Bob had spoken to this prospect severaltimes. And, Bob and my partner, Brande, met for over an hourin a private chat room explaining the products and theopportunity. The prospect was ready to go and was going tosign up the next day. That night, Bob told his wife Suzie (name changed to protectthe guilty), who is also his partner, about the prospect.Suzie was beaming with excitement. As soon as she could,Suzie got on-line and went to introduce herself to theprospect and welcome him to the organization. A conversationensued, and when done, Suzie had talked the prospect out ofjoining the organization. Suzie was embarrassed, and worriedabout what Bob would say at her dispersuading the prospect.It certainly was not her intention to do so. She wanted thesign-up! But it just turned out that way. She couldn'tthink of anything in particular she said that was wrong, itwas just that by the time the conversation was over with,the prospect was no longer interested. What did Suzie dowrong?The only mistake Suzie made was to contact the prospect tobegin with. The guy was sold! He was ready to turn loose ofhis money! What could Suzie have said to him that would havemade the situation any better? Absolutely nothing! Suziehad nothing to gain and everything to lose by contactingBob's prospect. By doing so, she cost their partnership asign-up. Suzie should have waited until after the prospecthad actually signed up to introduce herself to the prospect.This way, should she have said something the prospect didnot like, or if the prospect simply did not like herpersonality, it would essentially been too late. Theprospect would have already obligated themselves financiallyand feel emotionally committed.Once a prospect has made the decision to join, allconversations with the prospect should cease until thesigning-up process is complete. Sure, you will feel the urgeto discuss the future possibilities with the prospect, andyou will certainly want to try to impress them with yourknowledge and success. But, you must resist these urges andwait until the prospect is committed financially. After all,none of the other stuff will matter unless the prospectsigns on the dotted line.Remember, talk is not always cheap. In Suzie's case, it wasvery costly. Article Tags: Always Cheap
TALK,NOT,ALWAYS,CHEAP,Recently