How to Overcome the “I’m not interested” objection

overcoming objections, sales tips, sales training, phone sales, phone scripts, sales scripts, cold calling

Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations. Instead of ad-libbing, they have learned, internalized, and use best practice responses to the objections and stalls they get over and over again.

[Special Offer: If you and your team would like to learn these techniques and save 15% on our upcoming 7-week online inside sales training, Click Here and use the coupon code: EARLY]

Here is an example of the kinds of proven scripts and techniques you’ll learn to handle all the selling situations you and your team face:

If, while prospecting, your prospect tells you, “We wouldn’t be interested,” you can more effectively respond with:

“I’m not interested”

Response #1

 “That’s fine _________, and I’m simply calling to update your information for our records. Quick question: Are you still the right contact person who handles ordering the ________ for your company?”

Response #2

 “Oh that’s O.K., I’m not calling to sell you anything today. Just want to make sure you still know we’re here in case you do need something down the road. By the way, do you guys still carry/use/order ________?”

Response #3

 “I get that all the time, and just know that the only reason I’m calling is to introduce myself as your contact should you ever need to check pricing or availability on an item. Quick question: are you still the right contact for _________?”

Response #4

 “No problem _________. I’ll simply email you my contact information in case you ever do need anything, and then I’ll get out of your hair. By the way, would you be the best person to email this to, or is there someone else who is handling ________ now?”

Response #5

 “That’s no problem at all – quick question: is it that you don’t need anything just now, or do you even order/carry/use ________ anymore at all?”

[“We do order, we just don’t need any now”]

“Great.  When you are in the market again, could I be one of the vendors/suppliers/sources you go to for a quote?”

Response #6

 “Quick question: Does that mean you’re not interested at this moment, but in a few months things could change, and I should keep in touch?”

“When should I check back with you?”

[If given a date]

“Great.  So I can be more prepared for that, quick question: are you the right contact for this?” (Then add other qualifying questions) 

Response #7

 “If you were to be interested, what is the typical (volume, amount, frequency, etc.) that you normally order/use/need?”

[If they tell you]

“And who do you normally get that from?”

Response #8

 “When was the last time you were interested in something like this?”

Response #9

 “And what would have to change for you to be more open to something like this in the future?”

Response #10

 “Should I lose your number or put you on a 6-month follow up call?” (Say with a BIG smile!)

[If call back in 6 months]

“Great.  What should I keep an eye out for in between then?”

Regardless of your product or service, I’m sure you can adapt one of these 10 proven responses to deal with the “I’m not interested” blow off.

And if you’d like more proven solutions, like this, then use the coupon code EARLY to save 15% on our AA-ISP Award Winning inside sales training.

New online, 7-week training starts Wednesday, September 11th, at 4 pm Eastern.

All courses are recorded and come with all handouts, scripts, and information you need to instantly upgrade your sales skills and sales results.

For companies registering up 5 or more reps, your average investment is less than $399 per rep!

Read more here.

Look forward to having you in the training!


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 Overcome the “I’m not interested” objection

overcoming objections, sales tips, sales training, phone sales, phone scripts, sales scripts, cold calling

Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations. Instead of ad-libbing, they have learned, internalized, and use best practice responses to the objections and stalls they get over and over again.

[Special Offer: If you and your team would like to learn these techniques and save 15% on our upcoming 7-week online inside sales training, Click Here and use the coupon code: Gitomer]

Here is an example of the kinds of proven scripts and techniques you’ll learn to handle all the selling situations you and your team face:

If, while prospecting, your prospect tells you, “We wouldn’t be interested,” you can more effectively respond with:

“I’m not interested”

Response #1

 “That’s fine _________, and I’m simply calling to update your information for our records. Quick question: Are you still the right contact person who handles ordering the ________ for your company?”

Response #2

 “Oh that’s O.K., I’m not calling to sell you anything today. Just want to make sure you still know we’re here in case you do need something down the road. By the way, do you guys still carry/use/order ________?”

Response #3

 “I get that all the time, and just know that the only reason I’m calling is to introduce myself as your contact should you ever need to check pricing or availability on an item. Quick question: are you still the right contact for _________?”

Response #4

 “No problem _________. I’ll simply email you my contact information in case you ever do need anything, and then I’ll get out of your hair. By the way, would you be the best person to email this to, or is there someone else who is handling ________ now?”

Response #5

 “That’s no problem at all – quick question: is it that you don’t need anything just now, or do you even order/carry/use ________ anymore at all?”

[“We do order, we just don’t need any now”]

“Great.  When you are in the market again, could I be one of the vendors/suppliers/sources you go to for a quote?”

Response #6

 “Quick question: Does that mean you’re not interested at this moment, but in a few months things could change, and I should keep in touch?”

“When should I check back with you?”

[If given a date]

“Great.  So I can be more prepared for that, quick question: are you the right contact for this?” (Then add other qualifying questions) 

Response #7

 “If you were to be interested, what is the typical (volume, amount, frequency, etc.) that you normally order/use/need?”

[If they tell you]

“And who do you normally get that from?”

Response #8

 “When was the last time you were interested in something like this?”

Response #9

 “And what would have to change for you to be more open to something like this in the future?”

Response #10

 “Should I lose your number or put you on a 6-month follow up call?” (Say with a BIG smile!)

[If call back in 6 months]

“Great.  What should I keep an eye out for in between then?”

Regardless of your product or service, I’m sure you can adapt one of these 10 proven responses to deal with the “I’m not interested” blow off.

And if you’d like more proven solutions, like this, then use the coupon code Gitomer to save 15% on our AA-ISP Award Winning inside sales training. This code expires on Monday, September 9th.

New online, 7-week training starts Wednesday, September 11th, at 4 pm Eastern.

All courses are recorded and come with all handouts, scripts, and information you need to instantly upgrade your sales skills and sales results.

For companies registering up 5 or more reps, your average investment is less than $399 per rep!

Read more here.

Look forward to having you in the training!


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 Negotiate to Close More Deals

Closing Techniques, Frontline Reps, Objection Handling, Phone Sales, Sales Process, Sales Tips, Sales Training, Best Practices, Cold Calling, Communication, Problem solving, Qualifying, sales Scripts, Negotiations

There is a disturbing trend I’ve heard with the companies I’m working with. And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products.

The problem I’m hearing is that sales reps—both newer reps and even some seasoned reps—immediately drop the price or offer a trial, or readily hand out references thinking that this is what will close the sale.

If you’ve done this yourself, then you know all too well the sickening feeling of “giving away the store” only to have the prospect then refuse to do business with you. It’s not an effective sales strategy…

The answer is to learn the fine art of negotiating. In a nutshell, the basic point of negotiating is that you both have something the other party wants, so you give to get. And this is the problem for most sales reps: they just give away things (like a free trial or lower price) without getting anything in return.

Here’s how to change that. Let’s do a quick role play:

Example One:

Prospect: “Do you offer a free trial?”

Rep: “We generally don’t offer a ‘free’ trial, but there are some options I may be able to offer in terms of a free month at the beginning of your contract with us. I’d have to speak to my director about this.

“Before I do, I know he’ll want to know that you’re set and ready to go before we put together something. So let me ask you…”

Now qualify for budget, timeframe, and start date before you offer that free trial.

Example Two:

Prospect: “That price is too high. Can we buy half a position to try it out?”

Rep: “That’s something I’d need to get approval on. Just out of curiosity, if I did take this to my director and he approved it, would you be ready to give us the go ahead and begin service today?”

Here again is the basis of negotiation. You never give away a free trial nor do you drop the price without first getting something from your prospect in return. In this case, a commitment.

If they say they are willing to commit, then you can get the approval from your manager. If they say they still need to think about it, it’s up to you to keep closing and isolate the real objection.

Example Three:

Prospect: “I need a reference.”

Rep: “I’d be happy to provide you with one. Before I do, however, I want to make sure that if, after speaking with them, you’re then ready to begin working with us. As you can imagine, all our clients—like yourself—are busy and don’t want to be bothered with people taking their time if they aren’t sold on our solution.

“So let me ask you this: What price point are you ready to commit to if the reference works out?

“And how about a start date?” etc.

Again, you must get something from your prospect before you give something to them. This is negotiation.

There are many advantages of working your close this way, but the biggest one is verifying that you’re dealing with a buyer and not someone who is just a ‘maybe.’ You know as well as I do that those “so-so” leads almost never buy and by giving in to them, you’re getting weaker and weaker as a sales rep.

So try the techniques above and start negotiating rather than giving control of your sale away.

You’ll close more sales and feel better about yourself!

Need more training and tip? If you or your sales team need to learn even more proven and effective sales skills for selling over the phone, then sign up for our upcoming (September 11th) 7-week online training for inside sales.

By signing up 5 reps, your pricing is just $399 per rep! Read more about it here.


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 Power of Thinking BIG

Cold Calling, Frontline Reps, Motivation, Phone Sales, Sales Tips, Sales Training, Best Practices, Call to Action, Confidence, Vision, Dream Big, Think Big

“Ask yourself this question: ‘How big can I dream?’”

Conrad Hilton

“Ralph Waldo Emerson wrote, ‘The world is all gates, all opportunities, strings of tension waiting to be struck.’ Emerson was a keenly gifted philosopher, but he spoke like a seasoned sales manager: He understood the power of big thoughts.

“All of us are surrounded by a swirl of great opportunities, but we’re usually too busy to notice. So we continue to do what we’ve always done, wondering why we get what we’ve always gotten.

“If you’re tired of the same old results, try a new approach: Make big plans; dream big dreams; and reach for the opportunities that surround you. In selling, big dreams do come true, but not until you dream them.”

From: The Saleman’s Book of Wisdom, by Dr. Criswell Freeman

In my sales career, everything changed when I started asking for bigger orders. At first I was scared that I would frighten away buyers, but, to my amazement, prospects began saying “Yes”!

Suddenly, I was doubling and even tripling my monthly sales all because I had the courage to ask for more. Life really is a ‘self-fulfilling’ prophesy: you get what you ask for…

Here are some of my favorite quotes to help you get into the mindset of thinking BIG:

“Imagine better than the best you know.” Venice Bloodworth (One of my all-time favorites)

“Think big. Act big. Dream big.” Conrad Hilton

“Do it big or stay in bed.” Larry Kelly

“If you want a quality, act as if you already have it.” William James

“The only thing that stands between a man and what he wants from life is often merely the will to try it and the faith to believe that it is possible.” Rick Devos

“Impossibility is a word only to be found in the dictionary of fools.” Napoleon I

“I have learned to use the word impossible with the greatest caution.” Wernher von Braun

“Don’t be afraid to take a big step if one is indicated. You can’t cross a chasm in two small jumps.” David Lloyd George

“As soon as you trust yourself, you will know how to live.” Goethe

So this week, step outside of your comfort zone and ask for the bigger deal, the top option, or the highest priced package you offer. Your results may just surprise 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

The Power of Optimism in Sales

Coaching, Frontline Reps, Motivation, Attitude, Optimism in sales, Sales tips, Sales training, Best Practices, Confidence, Performance,

“It is never too late to be What you might have been.”

George Eliot

“Leo Tolstoy observed, ‘Faith is the force of life.’ Faith is also the force behind successful selling. The optimistic salesperson conveys an attitude of confidence to the buyer. The result? Lots of closings. But the pessimist talks himself—and the customer—out of the sale. The result? Lots of frustrations.

“If you’re looking for a proven prescription to improve your closing ratios, try a healthy dose of optimism. Because if you think the sale will close—or think it won’t—you’re right.”

From: The Saleman’s Book of Wisdom, by Dr. Criswell Freeman

Here are some quotes to help you get into an “optimistic mindset”:

“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?

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

Rejection in Sales: What to Do About It

Coaching, Frontline Reps, Motivation, Phone Sales, Sales Tips, Goals, Effective, Examples, Performance, perseverance

“Rejection is an inevitable consequence of selling. Ironically, this fact is good news for the disciplined salesperson. If personal rejection were not an integral component of the sales process, anyone could sell; superior sale people would be commonplace. But the reality is this: Superior sale people are quite uncommon and thus demand a high premium in the marketplace.

“If you are looking for a dependable way to build an uncommon sales career, understand this fact: Rejection is an unavoidable part of the sales process. It is never to be taken personal.

“An old adage reminds us that the sale doesn’t really begin until the customers says ‘no.’ It’s worth adding that your sales career doesn’t really begin until you learn to accept ‘no’—and keep on selling.”

From: The Salesman’s Book of Wisdom, Dr. Criswell Freeman

Another great quote from this book which I’ve been featuring the last couple of weeks. I especially like the part about rejection not being personal. This was important for me to learn all those years ago.

When I realized that, I came to understand the saying: “Some will, some won’t, who’s next?”

Here are some other sayings, related to rejection, you might enjoy:

“Eighty-five percent of our customers say ‘no’ at least once before buying.” Ross Perot

“The greatest test of courage on earth is to bear defeat without losing heart.” Robert Ingersoll

“What is defeat? Nothing but education, nothing but the first step to something better.” Wendell Phillips

“Don’t believe in defeat.” Norman Vincent Peale

“To be successful, you’ve got to be willing to fail.” Frank Tyger

“Never let the fear of striking out get in your way.” Babe Ruth

“There is no failure except in no longer trying.” Elbert Hubbard

“To conquer fear is the beginning of wisdom.” Bertrand Russell

“Despair is the conclusion of fools.” Benjamin Disraeli

“Man is troubled not by things but by the view he takes of them.” Epictetus

“The human spirit is stronger than anything that can happen to it.” C. C. Scott

So get out there and just keep selling…


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 Harder You Work, The Luckier You’ll Get

Phone sales, sales motivation, sales tips, working hard, top salesperson, persistence,

“The only place where success comes before work is in the dictionary.”

Vidal Sassoon

“The world remembers Thomas Edison as an inventor, but he was also a spectacular salesman. Edison understood that simply inventing a product, no matter how useful, was not enough. He knew that he also had to sell his product to the public. And he did.

“Like any good salesman, Edison was an energetic worker. In fact, he attributed his success not to intellect but to diligence. He once said, ‘Genius is 1% inspiration and 99% perspiration.’ The same ratio applies in sales…”

From: The Salesman’s Book of Wisdom, by Dr. Criswell Freeman

In my 35 years of selling, managing, and coaching inside sales, there is one thing that has remained constant: The top producers in any company or industry are also the hardest workers. And if you’re in sales, then I know that you see this relation as well.

Here are some quotes to keep you focused on working hard:

“Selling is the easiest job in the world if you work it hard, but it’s the hardest job in the world if you work it easy.” – Frank Bettger

“If there is no wind, row.” – Latin Proverb (And great advice during summer!)

“I’m a great believer in luck, and I find the harder I work, the more I have of it.” – Thomas Jefferson

“If you believe in the Lord, He will do half the work: the last half.” – Cyrus Curtis

“Doubt, of whatever kind, can be ended by action alone.” – Thomas Carlyle

“It’s the job that’s never started that takes the longest to finish.” – J. R. R. Tolkien

“Action is worry’s worst enemy.” – Old-Time Saying

“The shortest answer is doing.” – George Herbert

So, bottom line? Get busy…


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

If You Love Sales—Then Pass This On

B2B Sales, B2C sales, Cold Calling, Frontline Reps, Motivation, Phone Sales, Sales Tips, Best Practices, Call to Action, Performance,

“We are all salesmen every day of our lives.”

Charles M. Schwab

Whenever I’m at a used bookstore, I always browse the business section. There is gold in those isles. I found a short book called, The Salesman’s Book of Wisdom, by Dr. Chriswell Freeman, and the introduction on “The Joy of Selling” was so awesome, that I wanted to share the three paragraphs with you. Share this with others if you resonate with it as well:

“Selling has been called the greatest profession in the world and with good cause. Few experiences in business can match the excitement of a big sale. But the thrill of the close is always preceded by mundane activities such as training, prospecting and preparation. For the successful salesman, there is no dozing before the closing.

“What keeps top sales professionals motivated? In part, it is the love of selling. Effective salespeople love to make calls. Ineffective salespeople love the idea of selling, but they dislike the act of making the call. The results are predictable.

“Legendary football coach Vince Lombardi warned, ‘If you aren’t fired with enthusiasm, you’ll be fired with enthusiasm.’ His words apply not only to professional football players but also to professionals in all fields. So, if you wish to become an exceptional salesman, remember that sales calls should be savored, not endured. Once you learn to love your work, your work will love you back.”

I especially like the, “…no dozing before the closing.” Classic.

If you’re a sales manager or business owner, send this to your team members. If you’re an individual producer, then share it with your teammates.

Share the love of 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

Summer Sales Slow? Five Things to do NOW!

B2B Sales, Cold Calling, Frontline Reps, Motivation, Phone Sales, Prospecting, Sales Tips, Sales Training, Goals, Relationship, Sales Skills,

I don’t know about you, but right after July the 4th business seems to slow down and then it limps along until September. There is business to be had, of course, but the excitement and urgency of the first half of the year seems to have evaporated in the heat of the days.

What happened?

Summer happened, that’s what! As I speak to clients and colleagues (who aren’t on their family vacations) they tell me the same thing—many of their bosses, co-workers, suppliers or business partners are either on vacation, just coming back from a vacation, or just about to take a vacation. 

In fact, many people I know are taking as much as three to four weeks off! (I just spoke with a potential coaching client, and when I asked him when he was thinking of starting our coaching relationship, he told me it would be after his month-long vacation in August. He and his wife will be back right before Labor Day. 

So there you have it. Business is seasonal. Kids get out of school. The weather changes. People have worked hard and are now ready to take some time off. Business changes and people seem to relax. 

Does this mean companies aren’t buying or planning for the fall? Of course not. It just means that they are going to begin doing things on their timetable, not yours.

So here’s what you can do to not only make sales now, but also set yourself up for the best finish of any year you’ve ever had:

  1. Don’t let up. Keep working hard—if not harder. Make more calls. Send more emails; stay later and come in earlier. The time you put in now may not seem to pay off right away, but in the fall you’ll see the fruits of your labor.

It reminds me of the “dog days of summer” in NFL training camps. I still remember what Bill Parcells told his players in late December when they were about to begin a drive that would determine whether they got into the playoffs or not. He looked at his exhausted linemen and said: “This is why you lift all those damn weights!” 

The effort you put in now will make the difference at the end of this year…

  • Connect with established clients. This is the perfect time to send a card, to make a call, and to talk with clients about things other than business. For example, where are they going for summer vacation? 

Face it, if things are slow for you, they are probably slow in their business as well. How about asking what they are doing to deal with this period and what they are doing to get ready for the fall. And how about asking how you can help them do that?  Can anyone out there say “up sales”?

  • Work on improving your skill set, new product development or other part of your business that will make a difference in the second half of the year. If any of you have thought about developing a greeting card campaign to stay in front of your customers and prospects, this is the perfect time to do it!

Some of you know that I use Send Out Cards to keep in front of my clients and prospects, and did you know that you can now use that same system without a sign up fee?  Click Here to find out how.

Why not design a card with a picture of yourself and family on YOUR vacation and send it to all your clients and prospects? That’ll give you something to talk about.

  • Make goals for September through December and develop a plan of action to accomplish them. Develop an affirmation card and goal sheet of exactly how much you’re going to earn, what it’s going to feel like over the holidays to have accomplished that and begin smiling each day as you feel the feelings of having done it. 

Remember, “Fear Pushes, but Vision Pulls.” Use this time to create a compelling vision of the rest of the year for yourself and let that vision pull you through the summer…

  • Feed your mind a positive diet. This is the time to feed your mind every single day (and many times during the day as well). My favorite book to re-read during each summer is: “Beyond Positive Thinking” by Dr. Robert Anthony. You can get it on Amazon.com

I’ll bet you have your own list of positive reading material you’d like to finally read. Pick one book tonight, put it on your desk and commit to reading it before the next holiday.

That alone will make a huge difference for you.

The most important thing to remember during the summer is that “This too shall pass.” If business has slowed down, that will change. And if you take advantage of any of the five suggestions above, you’ll be the most prepared to prosper when it does…


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 5 Secrets to Get Your Email Returned

Cold calling, Prospecting, sales tips, emails returned, best practice, sales technique, Frontline Reps, Phone Sales,

Tired of your emails not getting returned?

If you’re a sales rep who is sending emails and waiting….and waiting for responses that never come, then why not use some best practices that will give your emails the best chances of getting a response.

Here are 5 things you can begin doing right now:

Email Secret #1: Use the prospect’s first name in the subject line.

Putting your prospect’s name in the subject line (first name) will immediately distinguish your email from the hundreds of others your prospect gets. Because we’re all trained to respond to our own name, and this will draw your prospect’s eyes like a magnet.

Email Secret #2: Customize the first few lines of your email as much as possible

Many people preview emails by reading the first paragraph in Outlook, and the beginning better be short and have immediate value to your prospect.  Something like:

“Hi Barbara, Mike Brooks here with HMS software. I’ve got some ideas about your networking issues for your new office that’s opening in Houston next month. 

Again, keep it short, to their point, and provide immediate value.

Email Secret #3: Keep your email short and easy to read! 

Nothing will turn your prospect off more than long, information packed paragraphs.  Their eyes will glaze over! 

Break up your paragraphs into sentences if possible to make them easy to read and accessible. 

Just like I’m doing right now…

Email Secret #4:  Ask for a return response – whether they are interested or not. 

This is a great way to end your email and a good way to get a response. Simply thank them in advance for their consideration and that you’re looking forward to their response—either way—on this.

Email Secret #5: Promise to follow up by phone if they don’t respond. 

Let them know that you understand they are busy, and that you’ll follow up with a call in a day or two if you don’t hear back.

This really increases your response rate, and if you get a “not interested,” that’s okay! This prospect just disqualified themselves and saved you a lot of time and energy!

On the other hand, there will be others who don’t respond and they become your follow up leads…

These are the 5 secrets to emails work.

Take a few minutes right now to script out some of the outline of your emails and then fill in the details as you need to per prospect. And then watch your contact, response and success rate skyrocket!

If you or your team would like even more proven inside sales techniques, then consider signing up for our upcoming, online training program. See it here.


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