http://www.mediasalestoday.com/archives/2274 Insights+Ideas for Media Advertising Sales Professionals Tue, 17 Jan 2012 17:14:00 +0000 hourly 1 http://wordpress.org/?v=3.3 http://www.mediasalestoday.com/archives/2274/comment-page-1#comment-411 Tom Reynolds Thu, 11 Feb 2010 13:59:18 +0000 http://www.mediasalestoday.com/?p=2274#comment-411 I find this to be one of the hardest areas to "hold back" in. Personally, I just don't like to be left "hanging" and can't really see the reason for "delay" when all the information has been presented. But, putting the shoe on the other foot, I see that people have to not only discuss the information with partners, but they have to feel good about their decision. Of course one has to follow up on prospects, but it should never reach the level where "I" would be uncomfortable making the call. Give people the time to make their decision-they have your contact information. Follow up to let them know deadlines, but don't spoil the waters for future conversations. You have to let THEM make the decision... I find this to be one of the hardest areas to “hold back” in. Personally, I just don’t like to be left “hanging” and can’t really see the reason for “delay” when all the information has been presented. But, putting the shoe on the other foot, I see that people have to not only discuss the information with partners, but they have to feel good about their decision. Of course one has to follow up on prospects, but it should never reach the level where “I” would be uncomfortable making the call. Give people the time to make their decision-they have your contact information. Follow up to let them know deadlines, but don’t spoil the waters for future conversations. You have to let THEM make the decision…

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