“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?

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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 following things:

· Ask for more insight about something they shared in a previous meeting