It is far too easy for a sales professional to rationalize why a particular day, time of the day, or time of the week/month is not a good time to make a sales call. Likewise, many sales people end a face-to-face encounter and/or phone calls with customers and prospects with a friendly, yet non-committal, “I’ll contact you in a few weeks to continue our conversation,” rather than making a firm appointment.
—Vince DiCecco, Your Personal Business Trainer
