• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • Top Sales Books
    • Submit a Sales or Marketing Book 2025
    • Top Sales Books 2024
    • Top Sales Books 2023
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

Checking In Is Not Something You Say to a Prospect

Mark Hunter - 6 November 2019

“I’m checking in” is what you say to a hotel clerk, not to a prospect. Why do you think the line you use when checking into a hotel is one you can use with a prospect? If your prospect waiting standing behind a counter waiting for you just like the hotel clerk does?
Check out my video:
 
 
You’re in sales, so that means creating value for the prospect. If you say, “I’m just checking in” you’re admitting to the prospect that you don’t have anything else you can bring to them. It’s saying all of the value is already on the table. You’re telling the prospect that you’re desperate. To the smart prospect, it says the time is right to negotiate for a major discount.
When you follow up with a prospect, whether it be the first time or the 100th time, you have to bring more value by doing one of the

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler
Assessments 24x7
Integrity Solutions
Kristie K. Jones
Kurlan & Assocs
Membrain
Mereo
Women SalesPro
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2025 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative