Thursday, December 02 2021
What To Do When A Payroll Prospect
December is when many payroll salespeople start hearing prospects say things like:
As you can imagine, this time of year presents a unique and difficult challenge for many salespeople.
Here Are Just A Few Responses To Consider:
If A Prospect Still Says "No" Here Are Some Suggestions:
Here are a few suggestions for people who want to put things off until after the first of the year.
Executive Summary: If a prospect is delaying their decision to buy from you (or meet), we recommend offering an alternative close. By doing so, you will most likely find the underlying cause of why they are not ready. Remember, people like "year-end deals” as it makes them feel good about getting more value.
About The Author:
Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help payroll service owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.
Additionally, Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books, Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.
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