This week, Joe G. dishes on those times when you can’t quite close the sale…

Q: Last account I visited, I was sure I was going to close an account, but nothing happened. Now what?

Les – New Orleans, La.


A: “I’ll think about it[s]” are the kiss of death. Don’t ever, ever leave a meeting without some form of resolution. If you can’t close the sale, at the very least get some kind of confirmation on a follow-up meeting or phone call. Do they want more product information? Is this a big ticket item thus they need some cash flow? The reasons for a stall can vary from one practice to the next, but it’s paramount that if you don’t get a “yes” or “no,” you at least get a next step.

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