A training client emailed me with this scenario. Perhaps you’ve run into something similar.
The rep, Kim, had a prospect, Karen, who agreed that her company should use the sales rep’s company for their purchases of computer media supplies The prospect said that she personally didn’t make the final ordering decision (she was the primary user of the products), but would speak to the person who did the ordering—we’ll call him Bob the Buyer–and have Bob give the rep a call. Karen preferred that Kim not contact Bob directly at this point.
A week had passed with no call, and Kim (the sales rep) didn’t want to let this one wiggle away. She wanted an opinion on the best action to take at this point. [click to continue…]