“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

Continuing Education: The Key to Immediate & Long-Term Success

Best Practices, Confidence, Performance, Motivation, Attitude, Optimism in sales, Sales tips, Sales training, continuing education, sales quotes, sales skills, online training program, sales training program, Coaching, Frontline Reps,

“Selling is a skill, and like all skills, it must be learned through study and practice.”Thomas J. Watson

“A salesperson’s education is never completed: each day offers new opportunities to learn. Part of a salesperson’s training comes from nose-to-nose selling; in sales, there is no substitute for practical experience. But an integral part of one’s training comes from books, recordings, sales meetings and training courses.

“If you intend to make a lifetime (successful) career in sales, make a lifetime commitment to learning. And never make the mistake of believing that you know everything there is to know about the art of selling. For the savvy salesperson, school is always in session.”

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

Another great truth in the profession of sales. For my own growth and success, I found that the moment I made a commitment to improving my sales skills—from call to call—that was the moment I produced bigger and bigger revenues, month after month.

Enjoy the quotes below and remember that you can still save 15% on our award winning inside sales training that is conducted online starting next Wednesday, September 11th, at 4 pm EDT. Use the coupon code: “early” and get ready to crush your fourth quarter numbers!

Register Here

Quotes on continuing education you might enjoy:

“Only the most exceptional salespeople seek sales training. Only the best people invest in themselves.” Brian Tracy

“Know your business and keep on knowing your business.” Frank Bettger

“A salesman should never rationalize away sales failures. He should carefully analyze his approach and correct mistakes.” George M. Kahn

“Many receive advice, few profit by it.” Publilius Syrus

“No man ever became wise by chance.” Seneca

“Anyone who stops learning is old, whether at twenty or eighty.” Henry Ford

“What we are is God’s gift to us. What we become is our gift to God.” Eleanor Powell

“Learn from the skillful. He that teaches himself hath a fool for his master.” Ben Franklin

“It is what you learn after you know it all that counts.” Harry S. Truman

“When you’re green you’re growing; when you’re ripe you rot.” Ray Kroc

If you’re ready to take your sales to the next level, then save 15% by clicking here and registering your team for next week’s Online Training Program for inside sales!

Better training = better income. It’s that simple


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: 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

Just Email Me Something….

What do you say when you get this objection while prospecting?

If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. And you know how frustrating that is.

Let’s face it: This blow off is just a variation that prospects have been using for years. It used to be: “Can you send me something in the mail?” or “Just send me a brochure,” etc. Then email started and guess what? A new stall was born.

So, what’s the best way of handling it? The first thing you want to do is find out whether it is a blow off (80% of the time it is), or whether your prospect is truly interested in what you have and wants to know just a little bit more before they speak with you.

There is an easy way to find out.

All you have to do is have an email already prepared while you’re prospecting. If someone tells you to email them something, simply ask them what their email address is and the send it! Right then!

Simply say:

“Okay, I’ve just sent it to you. Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later.

“Meantime let me ask you…”

And then ask a qualifying question. The point here is whether or not your prospect will:

  1. Give you the time to speak further with them. (If not, they weren’t going to open your email anyway, and if they will, then you know there is a legitimate chance they are interested.)
  2. Actually open the email. (This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle.)
  3. Blow you off with another objection. (This is actually great because it tells you that you won’t need to follow up on the email—they aren’t buying!)
  4. Allow you to set a definite follow up appointment. (Which is what you want.)

Any of these responses will get you a lot further—and give you the intel you need as to how to pursue this lead—than sending an email after you hang up and then putting this prospect into your follow up queue.

Try it this week, and watch your leads get more qualified as you put less “wood” into your pipeline. And then watch as more deals roll out of it!


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

Join Our Next Training:

Agenda 7-Week, Comprehensive B2B & B2C Inside Sales Training Program
Training dates: Every Wednesday, from January 8, 2020 to February 19, 2020
Training start time: 2 pm Eastern Standard Time (New York)
Duration: 60-minutes per session (7 sessions total)
Total sessions: 7
Presenter: Mike Brooks, Mr. Inside Sales

REGISTRATION DEADLINE: 1/6/2020


PROVEN SALES TRAINING THAT GETS RESULTS!

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

Four Proven Responses to: “We’re all set”

overcome sales objection. sales scripts,

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”

If you struggle, too, then you’ll love the proven response below. Adapt them to your style and product or service, and start getting past this common objection.

“We’re all set”

Response One:

“That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Let me ask you…”

Now get into your qualifying questions…

Response Two:

“Most companies I speak with are ‘all set’ and that’s why I’m reaching out to you now—I want to give you an option for the next time you’re in need of this. Let me ask you…”

Back to qualifying…

Response Three:

“I understand—I didn’t expect to catch you in the market right now. Instead, let me get an idea of your perfect profile, and then I’ll send you some information you can keep on file next time you need this…”

Now re-engage by asking a qualifying question.

Response Four:

“Got it.  Let me ask you: the next time you are in need of this, are you the right person to speak to about it?”

If yes, then qualify them for that next time – especially asking about time frame, budget, etc.

As with all selling situations, it’s easy to handle objections and stalls if you’re prepared with a good response.


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

Join Our Next Training:

Agenda 7-Week, Comprehensive B2B & B2C Inside Sales Training Program
Training dates: Every Wednesday, from January 8, 2020 to February 19, 2020
Training start time: 2 pm Eastern Standard Time (New York)
Duration: 60-minutes per session (7 sessions total)
Total sessions: 7
Presenter: Mike Brooks, Mr. Inside Sales

REGISTRATION DEADLINE: 1/6/2020


PROVEN SALES TRAINING THAT GETS RESULTS!

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

Overcome ALL Objections with This ONE Question

Want to know a secret about objections? There are really only two types:

  1. Real concerns that need to be addressed, and, once you do, you can then close on, and,
  2. Smokescreen objections hiding something else (like the real reason your prospect isn’t buying).

Now here’s the trouble for many sales reps and teams: The most frequent objections they get are smokescreens and yet they try to overcome them as if they were real objections.

And that never works.

So, the question is: How do you know if you’re dealing with a real objection (one you can actually deal with and have a chance of overcoming), versus a smokescreen objection that you will never be able to overcome? (Unless you find out what is hiding behind it.)

And that’s easy if you use the technique you’ll see in today’s article. Before you read it though, let me quickly remind you what a smokescreen is: It’s when your prospect gives you an objection, like price, when in fact, there is something else holding them back (like they aren’t sold on your solution, or their partner isn’t sold, or they are looking at other options, etc.).

So, the smokescreen is really just a dodge hiding the real objection.

The first step to dealing with a smokescreen is to first figure out that is that you’re dealing with one!

So here is your technique:

Whenever you get an objection—no matter what it is—always say:

“And in addition to that, what else is holding you back today?”

That’s it! Simplicity is always best, and what this technique does is isolate the objection….

Any other answer than, “Nothing really,” means that the objection they just gave was indeed just a smokescreen. And you’ve got to now dig deeper to find out what is really holding them back.

If, however, they say “Nothing,” then you need to have a few proven closes ready to deal with and overcome the objection and “sell” them on your solution.

As with all our techniques, don’t take our word for how effective this is—use it and see for yourself how much further into the sale you get.

If you’d like more tips like these, then visit our blog page.

If someone sent this article to you, then consider subscribing to our blog to get more tips like these.

Happy selling!

How to Overcome the Fear of Cold Calling

Do you struggle with call reluctance when it’s time to cold call?

If you do, then you need to remember a couple of things that will help take the pressure off you, and give you the perspective you need to “smile and dial….”