After giving a quote on the phone, try not to allow a lull in the conversation. Ask tactfully for the order by saying, “Were you thinking of having the work done this week?” If the answer is affirmative, ask, “Would you prefer a weekday or Saturday?” If a preferred day is mentioned say, “Just a moment please while I check the schedule to see if we can do it for you on (day).” Come back with, “Thank you for waiting. We can do that for you. May I put you on our schedule?”
And don’t forget to ask about getting paid. “Will that be cash, check or charge?” If the response is “charge,” say, “We accept Visa, Mastercard, Discover and American Express. Which would you prefer?” Once in a while a prospect will say, "I don't believe in plastic, just send me a bill." Be polite and explain that your bookkeeping system does not have a billing function. If you lose the job, you may be better off.
©Bane-Clene® Corporation 2009 Reprinting or electronically publishing this article is strictly prohibited without permission from Bane-Clene Corp.
