To Check-in, or Not To, That Is The Question

By Tibor Shanto
To Check-in, or not to, that is the question:
Whether ’tis nobler in the mind to suffer
The silence of unmanaged fortunes and opportunities,
Or to take arms against a sea of pundits
And by opposing end them – Check-in and know,
know more; and by making the call uncover the unknown!
A great frustration for salespeople is when an engaged buyer turns aloof, going radio silence – transponders off. Leaving salespeople to wonder how to breathe life back into what was a viable opportunity.  First thing that comes to mind is “I should check-in,” see if that leads to reengagement. Seems the human and right thing to do, but popular wisdom and the pundits say “checking-in” or “just checking in” is useless and verboten. As with many things in sales, the question quickly turns to – what is the real problem, technique or execution?
Anything done poorly should be forbidden, which is the real