New ways to communicate create new opportunities – but also new challenges – for salespeople. And it’s hard to know what the rules of engagement are.

When businesses first began installing telephones in the early 20th century, for example, did prospects resent a salesperson tying up their line trying to sell them something? Would it have been better to send a letter? Or just show up?

These days, texting has become the most frequently used app on smartphones, and 97% of Americans use it at least once a day.

So for salespeople, the same sort of “rules of engagement” questions arise. The most important: When is it okay to text a prospect, and when is it not?

In this Quick Take, you will learn:

  • When texting a prospect will help you advance a sale
  • When it will get in the way of the sale
  • And why buyers react well or badly to text messages

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Rapid Learning Institute (RLI) provides online training and talent development tools for businesses, government agencies, nonprofits and educational institutions in the areas of sales, leadership and management, human resources, employment law compliance, and workplace safety.