Book-Marketing Tip of the Day – September 14, 2017

You may hear a potential buyer say, "There is no money left in this year's budget. I'll get back to you in 1Q 2018."  If so, reply using the Feel/Felt/Found technique to reduce tension before you sell: "I understand how you feel, Ms. Prospect. Others have felt that way, too. But what they found is that when they used the fourth quarter to set up a promotional campaign, January sales increased well over the previous year. Here is how we can do that…"