By Jack Falvey
No matter how good your time management skills may be, your customers may not be able to manage their time to your levels and requirements.
They have bad days.
They have things fall apart.
They have no-show staff.
They have breakdowns.
That’s life, and that’s business.
You should be able to read all this in an instant. If you get the feeling in a few minutes that the customer is elsewhere, it is always best to set up a callback rather than try to force the customer back to where you want them to be.
If you can’t go for the close, at least go for the calendar.
Have a firm callback date in mind when you go in, not as a fallback position, but as a failsafe next-move strategy. Once you close on a callback appointment, then list what you will do between now and then.
You can also ask as a concession that the customer do a few things in return for your professional courtesy of getting out of their way on a wild day. This is the give and take of the business world. Every time you must give something, try to get something in return.
“You look like you are up to here today. May I come back next week?”
Great words on a crazy day!
Then add, “We can get to the details of the fall program then,” or whatever is an appropriate next request.
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