December 2002 Track Selling Times Ask Roy
 Ask Roy
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(From September 1999 Track Selling Times)
Anwar Farouki from Massillon, OH, asks,
"How do I get around people telling me to either send them some information or send in a proposal? It seems to me that it is just a way of getting me off the phone. Unfortunately, it usually succeeds."
Roy's Answer:
"You are right in your observation. Unless you fully establish client needs, you have little chance of making a sale. Next time someone tries to brush you off like that, say "In order to know the right materials to send or what to include in the proposal, I need to understand your company and your needs." Proceed to ask enough questions to get the person talking and attempt to secure an in-person interview to discuss needs further. If you have difficulty with that, attend a Track Selling System workshop which will teach you how to overcome this obstacle."
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