Monthly Archives: August 2017

How Long Should I follow Up For? Be Politely Persistent

I get this question a lot. “When is it time to give up on a deal?” “How long should I follow up for?” “How much follow-up is too much?” My experience is that reps either give up way too easily, or they go completely in the other direction and never give up…they’ll follow up forever, hoping the prospect comes to their senses and decides to buy. I believe in what I call “polite persistence” or following up until it’s time to stop. One of the challenges I see, is that reps don’t know when a prospect is saying, “No,” because the prospect often uses other words or…
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