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Chris Lytle

By: Chris Lytle, Content Developer

Let politicians deal with the opioid epidemic.

Sales managers need to address this career-threatening addiction:


Salespeople get hooked on it. This usually happens when a prospect says, “I’m interested, call me next week.”

The salesperson dutifully makes a note to call next week and leaves.

And guess what?

When she calls back her “interested” prospect doesn’t pick up the phone.

Her “interested” prospect doesn’t return her calls or emails either.

What to do?

Make sure to teach your salespeople this magic question to ask every prospect who feigns interest: “Are you willing to work with me on a calendar basis?”

Real prospects put your salespeople on their calendars for a next step.

They engage.

However, information seekers, will blow the smoke of “hope-ium” at your salespeople to mollify them.

Plan an intervention.

Teach them the magic question at your next sales meeting.

And whatever you do, never put information seekers into your company’s sales projections. Because you can’t afford to have your CFO hooked on “hope-ium” too.

Chris Lytle is the author of The Accidental Salesperson: How to Take Control of Your Career and Earn the Respect and Income You Deserve and The Accidental Sales Manager: How to Take Control and Lead Your Team to Record Profits. Because sales managers are pulled in so many directions, Chris built this resource for you.

Reprinted by permission