BestBuy spends hundreds of thousands of dollars to bring customers into their store, presumably to leave their cash behind and walk out with bags full of music, movies, video games and other assorted electronics. Once a potential purchaser is lured into crossing the threshold you’d think their employees would apply at least a minimal amount […]
We all want to have every customer to listen intently to our pitch and rip the pen from our hands because they can’t sign the contract fast enough, but those situation are fewer and farther between than we’d like to admit. Far more likely is that polite pat on the head and a smile that they use to send you back to the office as they say “Let me think about it and get back to you.”
I believe most prospects are under the impression that if they say “no” to an offer, that you’ll just go back to the office, file your proposal in a drawer and go home — they don’t seem to realize that even if THEY said “no,” someone will eventually say “yes.” To make them confront this reality, I created a piece of paperwork I call The Opportunity Knocks Form.
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