Mel Schlesinger

Wins at Sales Without Selling #1

Prospecting: What to Do After

“I Am Not Interested!”

Mel Schlesinger

The Challenge

Filling the Calendar With Sales

Opportunities

Mel Schlesinger

Regardless of the Method

Mel Schlesinger

Sooner Or Later We Have to Talk to a Prospect and Ask for The

Appointment

Mel Schlesinger

Three Potential Outcomes

Mel Schlesinger

Mel Schlesinger

But What About

Mel Schlesinger

Mel Schlesinger

MYTH

You Can Overcome the Objection to the Appointment and Still Close the

Sale

Mel Schlesinger

When You Attempt to Overcome the Objection

You Create

An Adversarial Relationship!

Mel Schlesinger

While You Might Occasionally Close One of Those Appointments, You Have Eliminated Any

Possibility of a Future Sale With Every One Else!

Instead, Focus On Building

Mel Schlesinger

ASK FOR PERMISSION TO

• Send a monthly email update• Connect on LinkedIn• Stop by to Introduce Yourself

Mel Schlesinger

Then – Regardless of Outcome

Use Snail-Mail to Send A “Thank-You for Your Time” Note!

Mel Schlesinger

THERE IS AN

OF PROSPECTS OUT THERE

Mel Schlesinger

Your Job Is To Find Them!

Amateurs Convince

Professionals Sort

Mel Schlesinger

Create a Compelling Value Statement

And Seek Prospects Who Want to Know More!

Mel Schlesinger

Build RelationshipsWith The Rest!

Mel Schlesinger

Mel Schlesinger

(336) 525-6357

mel@melschlesinger.com

My Calendar

http://mels.youcanbook.me