Situation: You have been pursuing the print media advertising business from a local up-scale retailer for some time. Your previous efforts have been met with "We're already working with an agency. Send me some information about your company and I'll get in touch with you if the need arises."

Not ready to give up, you once again call the advertising director. This time he tells you that he is open to meeting with you. He says, "We're always looking for fresh ways to promote our stores." He informs you that they have a new store opening in a few months and he is particularly interested in any ideas you have for a grand opening promotion. He then says, "let me switch you to my secretary and set up an appointment." What should you do?

1. Consider yourself fortunate and schedule the appointment.

2. Keep him on the line and gather some information about the new store opening and any expectations he may have about promoting it and what he'd like to see from you.

3. Keep him on the line and gather some information about existing advertising agency relationships and why he is open to talking to you now.

Answer tomorrow.

Jeremy Rawitz

Sales Strategy Corp.

Sandler Sales Institute

jr@salesstrategycorp.com