Short spoken excerpt from a Mike Andes YouTube video advising salespeople to proactively follow up with clients, address objections (especially price), and persist until the proposal is either accepted or the reasons for rejection are known. Emphasizes duty to the client and conviction that your proposal is the best option.
Because you're going to have to call Mr. Jones and say, Mr. Jones, I came and met with you a couple days back. I sent the estimate over. I gave you. I left you a message yesterday. And now I'm just wondering, would you like to accept the proposal? And if it's no, that's fine. I'd just like to know why. But if it's yes, I can get you on next Thursday. We can get the project started. Well, you know what? It's just too expensive. You need to have an answer for that. You need to be convinced so much of the fact that if Mr. Jones accepts anyone else besides your proposal that you're letting Mr. Jones down. And if you care about Mr. Jones and you actually believe that, that you are the best option for Mr. Jones, it is your duty to ensure that every objection is cleared for the path towards an accepted proposal.
