PROMISES, PROMISES

You’ve wowed your customer time and time again. They're not just satisfied...they are fanatical! And, they’ve given you the name and number of a friend as a referral.

So, how do you handle the call?

Most salespeople might call with something like, “Mr. Prospect, this is Mark Jones with Rock Solid Investments. Bill Smith said I should call you.”

While that opening is very factual, it doesn’t say much about you.

A better idea is to begin the conversation with, “Mr. Prospect, this is Mark Jones with Rock Solid Investments. Bill Smith asked me to call you and I promised him that I would.”

With one statement, you’ve already established that you are the kind of person who keeps promises to your customers, and that makes the idea of doing business with you very promising indeed!