Special Thanks to my Readers and A Gift For You!

The results are in!

I’d like to thank all my readers and clients who voted for my company, Mr. Inside Sales! We have won the AA-ISP’s prestigious award of:

Top Service Provider of the Year—2020 Award!

This is the fourth year in a row we have been awarded with this valuable award that acknowledges our inside sales training, scripting, and coaching services as being the best of the best!

As a gift to all of my readers, I would like to offer a free download sample of my best-selling book: “Power Phone Scripts.”

This download features Chapter Two on new cold calling and prospects techniques to help you get through to decision makers and build the rapport needed to have conversations and qualify your prospects.

Download it here.

In addition, if you or your team needs help with inside sales training and scripting to help you overcome resistance and sell more in the all-important fourth quarter coming up, then check out our Award Winning On Demand inside sales training webinar series. See it here.

You and your team will learn how to:

  • Get past the gatekeeper
  • Engage decision makers more effectively
  • Stay motivated to make more calls
  • Give more focused and engaging presentations
  • Overcome objections and close more sales faster
  • Schedule meaningful follow up calls
  • And much, much more!

Remember: The better training you get, the better results you get!

So, get training from the Top Service Provider of the Year, and get the results you and your company are looking for.

And thank you for your ongoing support and make sure and download the sample from Power Phone Scripts!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

3 Ways to Handle: “I Don’t Have Time for the Presentation”

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following:

This isn’t a good time, OR

I’ve got another meeting in 10 minutes, OR

“How long will this take?” OR

What to do? First, understand what’s happening here:

Remember the law in sales: Leads Never Get Better! 

If you sent out the hottest lead ever, a “10” on a scale of 1 – 10, when you call them back, have you ever noticed that now they’re about a “7”? 

And, since many sales reps don’t qualify thoroughly enough, most of the leads they stuff into their pipeline are made up of 6’s and 7’s. 

And you can imagine how they are when reps reach them.

So, expect that your leads are going to drop in interest and receptiveness when you call them back, and then be prepared with a best practice approach to handling them. 

Rather than set another time to get back with them—thus letting the prospect off the hook—try the following:

Response #1:

“Sure, I can take as long or little as you need.  Let’s do this: why don’t you tell me the top three things you were hoping to learn about this, and I’ll drill right down and cover those areas for you.  What’s number one for you?”

[This response will get them to reveal what (or how much) interest your prospect really has.]

Response #2:

“No problem. Our presentation is pretty in depth, but I can do this. Go ahead and tell me two things that are absolute deal breakers for you, and I’ll see if we pass the test. And then if we do, we’ll schedule some more time later to go into detail on how the rest works, fair enough?”

[This response is designed to get them to reveal what possible objections they have.]

Response #3:

“In ten minutes, I can show you some things that will help you determine whether or not you’d like to spend more time with me later. In the meantime, let me ask you – what would you need to see the most for this to work for you?”

[This approach cuts to the chase and acts like a mini trial close. Try it: you’ll be surprised by what you hear.]

Bonus #4:

“I understand, we’re all busy. Let me just ask you: has anything changed from when we last spoke?”  (Now REALLY listen…)

[This is the approach to use if you hear in their tone that they have completely lost interest—or won’t set a follow up call with you.]

As you can see, the responses above are all aimed at getting your prospect to reveal to you both their level of interest and what it is going to take to sell them – or whether or not they are still a good prospect for you.

Have some fun with these; customize them to fit your personality or the personality of the person you’re speaking with.

Find your favorites and then, as always, practice, drill and rehearse until they become your automatic response when your prospect tells you they don’t have time for your presentation. 


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Book Mike Brooks for Your 2021 Virtual Sales Event!

2021 Sales Kickoffs are going to be different this coming January. Many will be held virtually—but that doesn’t mean they can’t still be impactful and motivating.

Especially when you hire Mike Brooks, Mr. Inside Sales to kick off your sales event!

Mike can customize your keynote, breakout, or sales kickoff session and deliver a content rich, motivating message that will launch your team into action in January.

Did you know that Mike was named the 2017 + 2018 + 2019 Service Provider of the Year by the American Association of Inside Sales Professionals? (https://aa-isp.org/annual-awards)

Do you need customized keynotes or breakout sessions on subjects like:

  • Prospecting – Both B2B & B2C
  • Dealing with gatekeepers
  • Overcoming objections and Stalls
  • Virtual Presentation Skills
  • Setting follow-up appointments
  • Motivation and Attitude Adjustment
  • And much more!

Also, Mike is available for:

  • Virtual, customized inside sales training for your team
  • Creating Script Playbooks that will make everyone on your team more effective.
  • One on One coaching for sales leaders and individual producers
  • And, of course, amazing keynotes and breakout sessions!

Want an even more personalized sales conference event? Then purchase a copy of Mike’s latest book: Power Phone Scripts, for each team member, and have Mike sign and mail copies right to your office! This book will give your team even more takeaways and valuable techniques they will use all year long to make more sales!

Either call our office: (919) 267-4202 or email Mike directly: Mike@mrinsidesales.com

P.S.: Reach out now before all Mike’s speaking dates are full!

All the best for 2021!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

“If You Can’t Measure It, You Can’t Improve It.”

Peter Drucker—author of over 39 books on business—has been credited with inventing modern business management.

He’s credited with perhaps the most fundamental quote in business management, and it’s this:

“If you can’t measure it, you can’t improve it.”

You can credit Drucker for all the KPI’s you collect and measure, and for all the software that’s been created to measure all the stats in your sales process, i.e., calls, contacts, closing ratios, top, middle, and bottom of the funnel management, etc.

Recently, I had a concrete example of just how motivating measuring results can be when I downloaded a fitness app called Pacer. It’s a standard exercise and step counter. Very much like Fitbit, which I never used.

Pacer can track an exercise routine, such as a two or three-mile walk, and/or, it keeps track of all your steps in a day as long as you have the phone in your pocket as you walk around the office or house, etc.

To help motivate you, it has a pre-programed goal of 10,000 steps a day. If you reach that, you’re deemed to be highly active that day. It keeps a weekly total, broken down per day, that can be displayed with a bar graph or many other assorted variations.

What I immediately noticed is that as soon as I began measuring my steps for each day, I had the desire to improve it the next day.

If I reached 10,234 steps on Monday, I wanted to do at least 11,000 steps on Tuesday. And on Wednesday, I wanted to do at least 11,500 steps.

Just the act of measuring my actively level led to me searching for ways to improve it the next day. For example, during the walk I’d always take, I’d look for ways to make it longer—either take the next street, or walk all the greenway, or, finally, make two full loops instead of one!

Sure enough, simply by measuring my daily steps, I’ve improved the number I’m taking now on a daily basis.

And guess what? It’s the same with anything else. If you want to begin saving more money, even $20 or $50 a week, start measuring your savings at the end of each week and each month and each quarter. I guarantee that if you do, you’ll find ways to save an additional $5 or $10 or more each week.

And it’s the same thing with sales activity. Don’t just let your manager or company measure you, set your own sales activities goals and track them daily—or hourly.

This is a technique I still use to increase my output, which, to no surprise, always increases my sales results.

So, ask yourself: Do you have measurable goals for the areas in your life you’d like to improve? If not, then start writing down some measurable goals or activities right now. And then measure your progress each day.

And just like Peter Drucker said, within no time, you’re likely to improve in those areas that you’re measuring.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

5 Ways to Get a Jump on Fall Production

Let’s face it, 2020 has been a tough year.

First the pandemic; then being sent home to work; then finding it hard to contact people—who are also working from home…

Now that fall is almost upon us, things are still up in the air: are our kids going back to school? Are we going back into the office? Are prospects going to answer their phones?

In a sea of uncertainty, one thing is sure: we still have quotas to reach, bills to pay, and life will go on.

Here are 5 things you can do right now to prepare for a good fall, and a happy holiday season to come:

1. Don’t give up. Oh, I know, while you may not be able to see your way out of things right now, remember that things will change. More and more companies are opening up; each one of these companies have goals and quotas just like you. They want to—and need to—buy what you are selling. And they will.

So, work on adjusting your attitude and start visualizing the end of this year as much more productive than it’s been. Remember: It all starts with our attitudes.

2. Start with your existing client base. While it may be difficult to reach lots of new clients by phone, you probably do have the phone numbers of your existing clients. Call them this week; reconnect with them. And then ask for referrals.

Any referrals will do: Referrals in other departments of their company, other locations, other contacts they know. And don’t forget to get a handle on their needs this fall. Why not write a pre-order right now?

3. Re-write your email campaign. Many clients I work with are having big success by re-writing and re-organizing a drip email campaign for prospects. Question: When was the last time you rewrote your email campaign?

Start by updating your email message; for instance, change the “I hope you and your family are safe…” Way out dated. Need ideas? See here.

4. Make a production plan. And I don’t mean a “quota” production plan, I mean an activity plan. Do you have a specific goal for number of calls and emails you’re going make and send each and every day? Are you tracking it? Are you reaching it?

Someone once said that if you’re not planning, then you’re planning to fail. It doesn’t matter what your results are in the short term, what matters is your consistent activity level each and every day. If you put in the work—you’ll get results.

5. Put reinforcements in place. Make sure you devise ways of rewarding yourself when you reach your goals. Did you make your production goals today? Reward yourself. Did you reach your quota goal this month? Take yourself and your spouse/family out to a nice (socially distanced) meal.

We all need to take care of ourselves and give ourselves the motivation we need to succeed—especially in this environment. So, think about what you enjoy and reward yourself accordingly.

Practice these strategies this week, and begin looking forward to a happy and accomplished fall and holiday season this year. You deserve it.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

How Your Attitude About Sales, Affects Your Sales

Have you ever stopped and examined your attitude about sales? About having to be a salesperson?

When someone asks you what you do for a living, are you embarrassed to say you’re in sales? Do you find that demeaning?

I used to. I used to harbor a belief that I was better than being just a salesman.

For years, I was waiting to go back to school to get my graduate degree so I could start my real life. See, I was smarter, better, had more to offer than just “sales.”

My real attitude was that sales was a pushy occupation for people who couldn’t do anything else. I could always feel the underlying frustration from someone trapped in a job they didn’t like—sales.

Weird to say, but that’s how it seemed to me too. I was better than what I was forced to be doing for a living.

And I didn’t know I felt that way until my manager challenged me to examine my attitude about sales.

And that’s when I also realized that my attitude was costing me the success I so dearly wanted.

My attitude was holding me back from excelling and enjoying this profession.

And that’s when I reframed what I was doing. I embraced sales as a profession—not just a temporary “job.”

I realized that as a sales professional, I was in a unique position to help a lot of people.

As a sales professional, I could fulfill an essential position in the business world and help companies and people grow and get the things they needed to excel and lead better lives.

And once I realized the value—the true value of being a sales professional—my attitude changed, and I committed to being a top producer in my company.

Oh—and I also realized that as a top performing sales professional, I had the ability to make far more money, and provide a much better life for my family than I could if I went back to school to become a (whatever).

Plus, I’d enjoy better hours, have more vacation time, drive better cars, enjoy a better retirement, etc.

Once I changed how I felt about sales, I was able to commit fully, apply myself totally, and experience unimagined success and fulfillment.

I’ve made millions in sales, had great times, provided for my family and given them the best life, and met and worked with—and helped—thousands of people.

But I almost missed it—because I never stopped to examine my underlying attitude about sales. Never stopped to see what was holding me back from attaining the success I saw others attain.

But then I did; I changed my attitude, and I embraced this wonderful profession.

And I’ve lived the best life.

I hope that today, you will take some time and examine your own beliefs about sales.

And that, while you’re in this wonderful profession, you’ll give it your all; you’ll choose to be the best at it you can be—before you move on and try something else.

If you do, you may find—like me and other top sales professionals—that you’re already in the profession that can enable you to live your best life.

And that’s sales.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

3 Keys to Dealing with Difficult Prospects

I listen to a lot of calls each week that my clients send me.

This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call:

Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”

Then: “And also, I’m not the decision maker on this, I’m just an influencer. After this, I have to take this back to the board and let them know what I think.”

Then (as if that’s not enough), “And I have a hard stop in 35 minutes, so we need to get into it…”

Nice start, huh?

Actually, it is a great start, because now you don’t have to be a salesperson and pitch, pitch, pitch (which you should never do anyway).

Here are the 3 keys to handling this type of prospect:

Key #1: When he opened with, “We’re looking at a lot of different options of which yours is just one…”

The key here is to address this and use it to your advantage. I would have responded by saying:

“That’s great. Let’s do this then. Why don’t you tell me which option you like best so far, tell me what you like about it so much, and then I’ll let you know if our program can match that or even give you more.”

Then hit I’d hit mute and let them talk.

Key #2: When he says, “I’m just an influencer—not the decision maker,” I would have again addressed it right then by saying:

“Thanks for letting me know. Does the decision maker take your advice—in other words—is your influence something that will sway the final decision?”

And if he then dodged that by saying something like, “Yeah, but it’s up to them,” I’d have layered my question with:

“And from what you know, what exactly are they looking for? In other words, what do they need to see from all these options to say yes?”

Key #3: And as far as the, “I have a hard stop in 35 minutes,” I would have responded with:

“Thanks for the head’s up. Tell you what, since I have a ton of info to give you, let’s streamline this and you tell me what’s most important to you, and I’ll show you how we handle that.”

And I’d hit mute again.

Here’s what I teach:

  1. Prospects have all the answers. It’s best to listen, question, and let them reveal those answers.
  2. Take what a prospect gives you. The key here is you need to listen! If you do, then you can respond to what they tell you and get more information and learn the direction you need to go in.
  3. Meet someone where they are, like with this prospect. You need to match them. Take your sales hat off and play their game. Don’t be afraid to be as abrupt as they are—they’ll appreciate it.

Keep these keys handy the next you run into a difficult prospect. They’ll work better than you think they will.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Change Your Attitude with These Sayings

How often do you feed yourself empowering statements?

Getting positive and staying optimistic takes constant feeding, constant reinforcement.

Consume these sayings; pass them around the office; print out your favorite ones and get in the habit of cultivating a “Can Do” mindset:

“It is never too late to be what you might have been.” George Elliot

“We see things as we are, not as they are.” Leo Rosten

“The sun shines not on us, but in us.” John Muir

“Sometimes success is due less to ability than to zeal.” Charles Buxton

“Whenever a negative thought concerning your personal power comes to mind, deliberately voice a positive thought to cancel it out.” Norman Vincent Peale

“We would accomplish many more things if we did not think of them as impossible.” C. Malesherbes

“They are able because they think they are able.” Virgil

“The greatest discovery is that a human being can alter his life by altering his attitudes of mind.” William James

“There is one thing which gives radiance to everything. It is the idea of something around the corner.” C. K. Chesterton

“The pessimist complains about the wind; the optimist expects it to change; the realist adjusts the sails.” William Arthur Ward

“A pessimist is one who makes difficulties of his opportunities. An optimist is one who makes opportunities of his difficulties.” Harry S. Truman

“I am an optimist. It does not seem too much use being anything else.” Sir Winston Churchill

“Make optimism a way of life.” Lucille Ball

“It is often hard to distinguish between the hard knocks in life and those of opportunity.” Frederick Phillips

“When a man is willing and eager, the gods join in.” Aeschylus


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Getting Buy-In Before Discussing Price

If your sales process involves giving a presentation (virtual or otherwise), and at the end of it you provide pricing options and then close, then this article is for you.

There are certain steps you must follow to ensure that when you do get to the pricing/budget part of your close, you’ll be able to focus on the pricing options—instead of wondering if someone is sold first.

To review some best practices on giving a sales presentation—virtual or otherwise—here is a quick checklist for you:

  • Start by requalifying to confirm buying motives—including timeframe.
  • During the presentation, use tie-downs (open ended!) go get feedback.
  • Three quarter way through, switch to trial closes.
  • At the end of your presentation, ask a series of quick questions before you go over pricing options…
  • Go over pricing and close.

The most important step to get right is to:

Get buy in from your prospect before you go into pricing!

The reason this is important is that it’s easy for prospects to hide behind the, “Oh, that’s too much money for us.”

And when they do, you’re likely to do the absolute wrong thing: Drop your price or make a deal for less time, etc.

And guess what? They still won’t buy or they will just put you off!

You know why?

Because they’re not sold on your product or service to begin with, and you didn’t find that out.

Because you didn’t get buy-in before you went into pricing.

So, here is how to make sure someone is sold (bought-in) when you’ve finished your presentation but before pricing:

“So _______, I know I’ve given you a lot of information, but based on what you’ve seen so far, does this sound like a program/service/product that would get you the results you’re looking for?”

Now, the above is a generic statement which I encourage you to customize to fit your industry—and to even fit your prospect’s unique buying motives.

But the bottom line is that if you haven’t verified buy-in, in other words made sure your prospect is sold on your product or service, then going to the pricing and hoping for the best won’t get you very far.

Use the above question first—and then either discuss why they aren’t sold (and get them sold), or confidently go into pricing and close.

Want more help? Enroll your team into my On-Demand Training here.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Use This Email for Missed Sales

You pitch, you wait, then you get the email that says:

“We’re not in the position to do this at this time…”

OR

“We’re going to pass on this right now…”

What do you do?

First of all, realize that you can’t win them all—at least not now. But that doesn’t mean you can’t win them later.

How you handle your response to that email will determine if, and what kind of, opportunity you will get later.

Hint: Don’t whine, don’t beg, don’t accuse.

Instead, be understanding, be professional, and give your prospect options…

Start using this email response the next time you get the email above:

Hi {first name},

Thank you so much for getting back with me, and no worries! The timing has to be right, and when it is again, I’ll look forward to helping you.

Meantime, so I know how to best follow up with you, could you let me know which of the three options below best describe your interest level with us?

  1. Something about our offer just wasn’t a fit for you, and you’ve chosen another company for this. I should let you reach back to me if and when there is further interest.
  2. You liked our offer and would have gone with it, but something just changed internally. I should stay in touch and reach back in a few months.
  3. You’re still in the market, and if we changed our offer just a bit, you’d be open to discussing it. We should set something up to speak again this week.

Please shoot me a quick response letting me know 1 or 2 or 3, and I’ll schedule a follow up accordingly.

Sincerely,

The next time you get an email telling you they aren’t going with your offer, try sending this email back to them.

You’ll be surprised at how many responses you’ll get, and you’ll especially be surprised by how many 2’s and 3’s you get.

Happy selling!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated