Covid-19 Email Responses to Use Now

In my continuing blog series on how to handle the stalls, objections, and real-world situations in sales caused by the Covid-19 pandemic, below you’ll find some suggested email responses to situations you may be running into.

Couple of things to remember about this challenging time:

  1. Don’t pressure people right now. The challenges your prospects are going through are the same ones you are. If now isn’t a good time for them, respect that! Be concerned about how they are doing and ask them how they are getting along.
  2. Respect the time frames they are giving you—and then schedule a call “just to check in” at the time they suggest.
  3. Gently remind them this situation is temporary, and point to the progress countries like China, South Korea and Japan are making in reducing the spread of the virus.
  4. Suggest, again gently, that you will reach out again in the upcoming weeks…

Here are some emails you may be getting, and some suggested wording for your responses to them:

Email from Prospect #1:

Dear…

“I have no updates on your proposal because our offices are closed, and we are all working remotely. Frankly, this isn’t a top priority for us right now…”

Response:

“Thanks for getting back to me during these rough times! I hope you and your family are staying safe…

“I’ll check back in with you in a couple of weeks just to see how you’re getting along.

“Until then, be well!”

Email from Prospect #2:

Dear…

“Sorry about my lack of response, but it’s been crazy here!

“For the time being, we’ve decided to focus on our current market and aren’t going to be looking into different markets right now.

“While I really liked what you had to offer, our board has made the decision to wait on anything new until the coronavirus plays itself out.

“I will keep in touch as things change…”

Response:

“Thanks for keeping in touch with me. Yes, this is an unfolding and unfamiliar situation, so I completely understand your company’s decision to concentrate on the local market for the time being.

“Things will change, as you know—for example, China has already been able to stop the spread of this (as has South Korea), and I feel this will continue (hope so!).

“Let’s touch base in a couple of weeks just to compare notes. How does next Tuesday, April 7th sound to you?”

Email from Prospect #3:

“Dear…

“I have received your emails…

“We have looked into your company before—and other vendors like yours—and we just haven’t seen your type of solution working for us.

“In addition, we are in full crisis mode here, as you can imagine, so we aren’t considering anything new like this for now.

“Hope you understand.”

Response:

NOTE: The Red Flag that they have “looked into your company before” and “we just haven’t seen your type of solution working for us…”is something you need to weigh heavily in deciding whether or not this is a true fit for your company or service…

My response would be:

“Thanks for your email and I completely understand that these are crisis times. I hope you are coping well.

“I will check in with you next month just to assess how your company’s situation is progressing in general, and how you are doing personally.

“Meantime hang in there and wash your hands. (insert smile emoji if you like.)

Email from Prospect #4:

“Dear….

“This is a terrible time for people in our market to make any kind of buying decision as they have to travel to work with us. So, we aren’t interested at this time…”

Response:

“Thanks for your email and I hope you and your family are doing Okay.

“Interestingly, our market research shows us that people are going online these days even more than usual. I guess they have a lot of time on their hands at home. (insert smile emoji if you like.)

“Anyway, hopefully this situation will pass as governments get a handle of testing and quarantining their populations—much like China, South Korea, and Japan have done. The spread there has slowed considerably.

“As things begin getting back to normal, I’d love to reconnect with you to assess your plans for the third and fourth quarter. Would next month be a good time to reconnect?

“Let me know and be well…”

The thing to remember with all these emails is that you are acknowledging the situations they are dealing with (we all are dealing with), and yet you are also suggesting timeframes to get back in touch with them. In doing so, you remain in control of the sales situation.

As always, adapt these responses to your product, service, and company, and make sure to be empathetic yet do use the core selling skills that help you further the communication and the sale.

And stay safe out there!


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


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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 Transition Statements to Requalify Existing Prospects and Clients

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while?  And why would you even want to do this?

The first reason is that things change. In fact, someone once said that the only thing that doesn’t change is change itself. And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today.

In addition to their duties or job description changing, their areas of responsibilities change also. Someone who was responsible for handling lead flow may now also be in charge of ordering those leads.

Or someone who was responsible for one area of the business (and ordering) may have given that responsibility to someone else. 

The bottom line is that it’s important to do more than just call and say: “Oh hi, just calling to see if you need anything?” 

Today, it’s important that you requalify the person you are speaking with and try to find as many opportunities as possible to sell your product or service.

To do that, it’s helpful to know how to transition into requalifying.

Here are some examples of transition sentences. Remember to adapt them to fit your personality, your product and service:

Transition sentence one:

“________, since it has been a few months since we’ve spoken, let me just make sure my information is correct. Besides yourself, who else handles…”

[This is an assumptive way to find other decision makers in the company…]

 Transition sentence two:

“___________, let me get up to date on things with you. I know that last time we spoke you said you handled (X); what else are you responsible for these days?”

Transition sentence three:

“Because things change all the time, let me just ask you a couple of quick questions to make sure I’m up on things on your end. For example, what other products are you handing these days?”

Transition sentence four:

“___________ I’m updating the information on all my accounts this month – do you mind if I just verify a few things?

Great! What is your current extension?

How about your direct phone number? Cell? Email?

And are you still the only contact for all the printing needs there?

What other things are you handling?

How about other departments—who would I want to speak with?

How about your need for (X)—where have you been sourcing that these days?

What would you need to see from us to begin placing an order for that also?

[Rep: I’m sure you can think of more…]

Transition sentence five:

“_________, I know the last time we spoke you told me you handled (X), is that still correct? 

Great. What else are you in charge of?

How are you handling your (XYZ)?

What other departments are handling the (ABC’s)?

And what other products are you in charge of?

And remind me again of the decision process there?

How about timeline? 

And besides yourself, who else would weigh in on this?

And so on…

As you can see, just because you think you know something about a prospect or customer, you can still learn more. Think about it: When was the last time you were able to thoroughly qualify someone on the very first call? It probably took a few, didn’t it?

When you use these kinds of requalifying questions, you will be in a much better position to completely qualify an opportunity. And that can only lead to more business.

Buying Questions? Here’s What to Do

I was listening to a client’s closing call last week, and when the prospect asked a buying question, the rep answered it and then just remained quiet.

What should she have done?

What would you have done?

The proper technique here was to 1) Answer the question, 2) Get buy in that this was what the prospect was looking for, and then 3) Either ask for the order OR use a trial close to see if she was getting close to closing the sale.

What did happen, however, is something I hear way too much: Either sales reps pause after answering a buying question, thus waiting for more questions, or they keep talking and pitching—technically known as “talking past the close.”

If you find yourself answering buying questions and then either remaining quiet or find yourself nervously talking, then use any of the following technique:

“Is that what you were hoping/looking for?”

[If Yes]

“Great. Does this then sound like what you’re looking for?”

[If Yes again]

“Great! Then let me show you how easy it is to take advantage of our solution…”

Now direct them to the signup paperwork, online form, or whatever you use to sign new clients up.

This technique of confirming your answer after answering a buying question, and then using either a trial close or a straight out “call to action” is what separates top sales reps from all the others.

Remember: You are the one directing the sale and that means asking for the deal at the right moment—which is often at the end of a buying question.

If you or your team wants to get better at closing more sales, then get better at the fundamentals. And that means training.

Two quick ways to do that are to either invest in my latest book, Power Phone Scripts, or enroll your team in my next online, 7-week training.

Either way, you’ll learn valuable training skills that will make the difference between your making your monthly numbers or missing them and wondering why…


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

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! 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.

Who Should Attend?

Any sales 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

This is the Most Important Qualifying Question

If I asked you what the most important qualifying question was, what would you (or your team) say?

Budget?

Decision making process?

Buying motives?

Needs or pain points?

These are all important, of course, but they aren’t what—in my mind—is most important of all. And that is:

Timeline for making a decision to move forward.

The reason timeline is the most important is that it encompasses all of the above. If a prospect is looking to move forward “as soon as possible,” for example, it means that budget is in place.

It also means that the decision makers have all agreed that their buying motives (needs) are such that a decision needs to be made now. Everybody is onboard.

In addition, what is also important about timeline is that if the prospect you’re speaking to isn’t in the market at this moment, it means you can relax behind your pitch.

For example, if your prospect isn’t looking to make a decision until the next quarter or two, this changes the way you pitch your product or service. Now, instead of moving toward the close, you can adjust and move toward other issues like other decision makers and exactly what is going to change at that time, and what they’ll need to see and hear to choose you.

Conversely, if a prospect has a burning need to purchase as soon as possible, this also helps you adjust your pitch and your follow up actions. Perhaps you need to get in front of the other decision makers (like today!), or perhaps you can make an offer that has a timeline attached to it.

One of the biggest mistakes I see many reps making is to neglect asking about timeline and instead just keep pitching their product or service. The problem with this is that when they get to the end, they don’t have a clear idea how to drive the close. What do they do next? Is there urgency or not?

If you don’t know the proper timeline, it’s hard to make the right next suggestions and plan the best next steps.

The next time you’re qualifying a prospect, always ask this question:

“Assuming you like what you see during our presentation next week, walk me through the process to get this approved and what your timeline is for putting us to work for you?”

Trust me, this question will change everything for you and your team…


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

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! 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.

Who Should Attend?

Any sales 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

Sales Advice from Pablo Picasso

I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is:

“Learn the rules like a pro, so you can break them like an artist.”

You’re probably wondering what that has to do with sales, and it’s simple: Most sales reps’ instincts are to adlib when they get an objection or when they get into a sales situation that isn’t going their way.

The problem with this is they haven’t first learned the rules of proper objection handling—like questioning an objection first, or isolating an objection, etc.—so instead they just wing it. And if your team is doing this now, then I’ll bet you’re not meeting your monthly revenue targets.

For years, I’ve been teaching and training sales teams to put in the time and effort to learn the proper sales techniques first, and then, after they understand and have mastered the fundamentals, they can “adapt” them to each particular prospect or situation.

Here is a quick example:

A common objection in sales is the, “I have to show this to my (boss, manager, partner, etc.).” How does your sales team handle this?

The “rule” a pro follows is to isolate this objection to make sure it isn’t a smokescreen hiding other objections like, “It’s too much money,” or “I can get a better deal elsewhere,” etc.

Because pros know the rule above, they can then “break it like an artist,” by adapting their rebuttal to each prospect. This can include:

“I understand, just out of curiosity, what is your take on this now?”

OR

“I’m with you, let me ask you this, though: If your partner says ‘do whatever you think is best’, what would you tend to do?”

OR

“If your partner could go either way, which way are you leaning now?”

OR

“And if your partner asked you what you thought he should do, what would your answer be?”

This is the “art” of handling objections. Unfortunately, most sales reps and sales teams have never been taught the rules or fundamentals of proper selling by phone, so they adlib, lose sales, and get discouraged. And as a result, your company misses its revenue numbers.

The solution to this is to invest the time, money, and effort to learn and master core inside sales techniques.

One easy and fast way to do this is to enroll your team in my upcoming 7-week, live, online inside sales training webinar course. Check it out here.

If you’d like a sample of what you’re learn—and a proven and effective way to deal with gatekeepers—then view a sample here.

This proven sales training is affordable (as low as just $399 per rep if you enroll five reps), and can pay for itself in the first week, and deliver a return on your investment each and every week after that for years to come.

So, are you ready for your team to become artists at what they do? Or would you prefer that they keep making it up and painting poor results month after month?

It’s up to you!


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

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! 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.

Who Should Attend?

Any sales 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

“Can You Email That to Me?”

What’s the number one blow off/stall prospects use these days?

“Can you email that to me?”

They aren’t saying no, but they are still getting rid of you, aren’t they? And unfortunately, chasing down busy professionals—especially people who don’t want to be followed up with—will make reaching these prospects very frustrating…

The solution? Be prepared with a good script and a good strategy. The one I like most is to prepare an initial email in advance (it can be generic or it can include an initial quote of services) and have it ready to send at the touch of the send button.

And then when a prospect blows you off with, “Can you email that to me?” use the following script from the bestselling book of phone scripts: Power Phone Scripts:

“I’d be more than happy to do that—where would you like me to email that?” 

[Take their email down and then send your information right away.]

“O.K., it’s on the way to you. What I’d like to do right now is take just two minutes to get an idea of what’s important to you, and then I can direct you to that part of the information when you get around to it. Let me ask you:

“How do you get involved in ordering/handling/working with the XYZ?”

OR

“From a needs standpoint, how motivated is (your company/department/are you) to change/fix/replace/buy XYZ right now?”

OR

“What would you need to see in the information I just sent you for you to become interested in learning more?”  

If you follow this strategy, you’ll be ready to side step the email stall and get right back into qualifying. How great will that be?

Try this technique yourself and watch as you begin qualifying more buyers, or disqualifying those who just want to get you off the phone…

And if you’d like more scripted rebuttals to this and many other objections and selling situations, then pick up a copy of Power Phone Scripts. You’ll get over 500 word-for-word scripts, questions, and phrases to help you open and close more sales starting today!


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

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! 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.

Who Should Attend?

Any sales 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

The Only Black Friday Sale that Matters

black friday sale

It’s that time of year again–the time when every company has a black Friday sale.  

I’m going to make this easy for you: We’re offering just one product on sale–the best product we have at the lowest price it has EVER been offered. 

It’s my bestselling 5-CD Series: How to Double Your Income Selling Over the Phone, and this audio series (available as in MP3 instant download as well), has made many sales professionals more money than they thought possible.  

By following this proven blueprint for success, you can double or even triple your income in the next 12 months. That is what happened for me and many others. 

Just think of what that would do for your career and your life… 

In addition (I did say this is the only Black Friday sale you’ll need), I’m also throwing in my bestselling ebook of scripts: The Complete Book of Phone Scripts. The regular price for this proven program is $249 + $49 for the script book (previous sale price for both $149), but for this sale, you can get both of these invaluable resources for just $79

Just use the coupon code: “Black” during checkout and you’ll be on your way to prospecting better, overcoming objections easier, and making more money than anyone in your office.  

How’s that for a Black Friday sale? Order Now 

Note: This sale begins now through Sunday, December 1st, Midnight.  

Here’s to making more money than you’ve ever made before! 


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

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! 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.

Who Should Attend?

Any sales 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 to Handle: I looked it over and not interested

Don’t you hate when this happens?

You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…

Right out of the gate, they won’t even give you the chance to pitch them!

The good news is that this is a repeatable selling situation, and if you’re prepared for it with good scripted response (or three!), you’ll be that much closer to overcoming it and getting into your demo.

Here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…

Response #1:

“I was hoping you’d say that!

“Most companies that do, have skipped over the (explain a feature: your guarantee, or your top of class rating, etc.).

“But once they understand it, they actually find that they can benefit the most.

“Let’s do this…”

[Dive into your demo…]

Response #2: 

“I understand, and that’s perfectly OK. This may or may not be for you and that’s fine.

“Before you decide though, let me show you our pricing options and some of the features that would be most helpful for you. After that, you’ll be able to make the best decision.

“Do me a quick favor and open that email up that has the…”

[Must end by directing them to take an action…]

Response #3:

“Oh?…”

[Now Mute yourself and let them tell you why and in their answer you’ll find the opening you need to begin your pitch. Don’t underestimate the power of this technique—while it appears simple, it’s hard to use. Takes discipline, patience and confidence…]

Print these closes out and have them handy the next time you get this objection. Practice using them and find the one that works best for you!

If you found these script helpful, then you’ll love my Completely Updated and Revised eBook, “The Complete Book of Phone Scripts.” Now over 200 powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money!

Visit: http://mrinsidesales.com/products/complete-book-phone-scripts/ and find out why Jeffrey Gitomer, Brian Tracy, Tom Hopkins and many others recommend my ebook of Phone Scripts! Download it now and be a better sales professional by this afternoon!


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

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! 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.

Who Should Attend?

Any sales 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

A Better Way to Upsell

So, here’s what happened last week: I bought a new car and called a local window tinting franchise to get it tinted.

The owner answered, quickly took my credit card for the top tinting package, and then attempted to upsell me to his high priced “car wrapping” package (basically a full body protection package).

The problem is how he opened the conversation. The way he did it totally turned me off:

“Hey, I want you to know that whatever the dealer is selling you I can do it cheaper and better. For example, I’ve got the absolute best ceramic film protection package and the way we do it is…”

And off he went. Little did he know that I had already authorized the dealer to do the simonize wrap—inside and out—that comes with a lifetime guarantee. Total price: $799

When he got to the end of a very long and intense pitch, he said it cost $2,699, but he’d give me a deal at just $2,199. I told him I’d think about it…

Now, what should he have done? How about ask questions to engage and qualify me. Here’s how I would have handled it. I would have started with a question:

“Congrats on your new car purchase! Thanks for choosing us to tint your windows—I guarantee you’ll be happy with the job we’ll do!

“Question: How are you going to “wrap” or protect your new paint?”

And then I’d listen. If he had used this kind of an assumptive question here, I would have volunteered the simonize I had opted to get. He then could have clarified:

“That’s a good option for many people and, given what you’re hoping to accomplish with it, that may work for you as well.

“Question for you: Given that simonize is essentially a wax product that does fade overtime, are you open to learning what your other options might be?”

I would have said yes—I mean, it doesn’t hurt to learn, right?

He could then have explained what he offered, how it was far superior and guaranteed the car to look like new for 10 years, how it would defend against chips on the front end, etc. Overall, how it was really the only way to go—if it was important for me to really protect my car and have it look like new.

And then he could have suggested that for just $1,400 additional, I could protect my new investment for 10 years.

If I balked, he could have suggested I come over to the store and see for myself how far superior it was. After that, I could make an informed decision—no pressure…

If that was how this went, I’d probably have hired him to do this. After I got the simonize product and then went to get the windows tinted—and actually saw that what he was selling was actually a “full body tint” product—I was wishing I had known about it.

But as it was, I was turned off immediately by his total pitch that lacked any questions or engagement from me.

Oh, and by the way, once I did get there, all he did was pitch me endlessly again! Highly annoying…

So, let this be a lesson to you: Don’t ruin the opportunity to make a sale by pitching blindly. Instead, ask questions, be interested, and look for openings. Then gently lead a prospect to through your presentation.

You’ll make more sales and feel better about sales.


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

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! 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.

Who Should Attend?

Any sales 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

Stop “Following Up,” and Start Closing

Closing Techniques, Cold Calling, Frontline Reps, Phone Sales, Prospecting, Sales Tips, Frontline Reps, sales scripts, Assume for Sale, Best Practices, Follow up

How do you open your 2nd or 3rd call to prospects whom you’ve already pitched? Is it something like:

“I’m just calling to follow up on our proposal….”

OR

“I’m just calling to see what you thought about our bid?”

OR

“I was just seeing if you had time to speak with (your boss, partner, committee) yet?”

What do all of these openings have in common? They put the control of the call in your prospect’s hands.

Moreover, they are uninspiring, a bit weak, and, frankly, don’t inspire much confidence or excitement, do they?

Why not be more convincing and enthusiastic? Why not lead your prospect into the sale by referring back to the benefits he or she is going to get by working with you?

Try this:

“{Prospect}, great speaking with you again. You know, I’m looking forward to sending you the X number of RFQ’s our program can generate for you, and to helping you achieve (whatever their buying motive was). What is the best way for us to start working together today?”

OR

“{Prospect}, I’ve been excited to get back to you today. I know you were meeting with your boss about our proposal, and I know you were recommending this to him. I’m sure he saw the value in what we do, and I’m sure he is looking forward to (reinforce their buying motive here—’getting those additional XYZ every month.’).

“So tell me, what package have you both decided to move forward with today?”

As you can see, what you’re doing here is reinforcing and assuming the positive outcome here—rather than opening your closing call with doubt and uncertainty.

And don’t worry: If your prospect says they don’t have the money, then you know what to do, right? You isolate that stall!

Try:

“And let me ask you: If you did have the budget today, then is this something you would go with, right?”

OR

“Besides budget, what else is holding you back today?”

You get the idea.

Bottom line: As I explain in my book, Power Phone Scripts, the secret of sales is that 80 to 90% of the selling situations and objections you get are the same. The way to overcome them is to have proven, best practice responses on hand so you can practice perfection and close more sales.

And that’s what using the scripts above will help you do.

Want more? Invest in Power Phone Scripts today and watch your sales—and confidence—soar!


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

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Who Should Attend?

Any sales 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