The following is a specific example of this technique in a phone-based sales environment. If prospects are calling in based on the prospect receiving a voicemail, letter, or other marketing material from your team and you can help the prospect if the requested person is unavailable, then this technique of “trailing with what you want” is very helpful. Instead of encouraging the prospect to leave a voicemail or call back at a later time, sequence your words as, “Mike is unavailable. You could leave a voicemail for him, OR I can take care of you, immediately.” After all, the prospect called in because NOW is convenient for them, right? So, do the right thing for the prospect, you, and your company, by taking care of the prospect when it’s convenient for the future customer.
