How to Handle: “We’re happy with who we’re using…”

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Here is a sample taken right from Power Phone Scripts that teaches you how to deal with an objection you probably get often: “We’ve already got a supplier for that.”

Variations are things like:

“I’m happy with who were using”

OR

“We’ve been doing business with our current supplier for a long time…”

AND

“My (brother/relative/friend) handles that…”

While all these objections or stalls may seem insurmountable, they aren’t! All you have to do is be prepared for them with a proven script and rebuttal. And you’ll find those below. Let’s start with:

Objection: “I’ve been doing business with my current supplier for a long time…”

Rebuttal:

“How long has that been?”

Layering question:

“And has it been that long since you’ve compared prices and services with another provider?”

OR

“You know, a lot has changed in that time; it sounds like this would be a good time to at least get another opinion/quote of services just so you know that you’re not only still getting the best deal and service, but also so you’ll know who to reach out to should you need additional help.

“Could I at least do a no cost/no obligation comparison quote for you?”

If your prospect says yes, then there’s an opportunity here and you’ve uncovered it.

How to Handle, “My supplier is my friend/brother/long term relationship, etc.”

This is, at first glance, a seemingly difficult objection to overcome—and sometimes, if it’s true, won’t be overcome right away. There are, however, ways to position yourself to earn some of the business either now, or to be the preferred vendor they reach out to when they consider making a change. 

The way to do this effectively is to be prepared with proven scripts.  Let’s take it one at a time:

Objection: “My supplier is my friend.”

“I understand, I also do business with people I consider friends as well.  Tell me, how long have you been doing business with him/her/them?”

Layering question:

“And who were you doing business with prior to them?”

Layer:

“And when was the last time you did a comparison with another provider?”

[If never or a long time]

“Well then, it’s a good idea to at least get another opinion/quote of services just so you know that you’re not only still getting the best deal and service, but also so you’ll know who to reach out to should you need additional help. 

“Could I at least do a no cost/no obligation comparison quote for you?”

If your prospect says yes, then there’s an opportunity here and you’ve uncovered it. 

If they say no, then simply use the “Next in Line Script,” found in Power Phone Scripts.


Objection: “My supplier is my brother/relative.”

 As above, your first job is to question and explore this objection. 

Use:

“Hey that’s great.  As you know, doing business with relatives can have its upside and downside, how’s your experience been?”

[If great]

“That’s good to hear.  Just out of curiosity, how long have you been doing business with them?”

Layer:

“And who did you use before that?”

Layer:

“And what did you like about doing business with a non-relative that you miss now?”

[Regardless of what they say, Layer]:

“Well then, it’s a good idea to at least get another opinion/quote of services just so you know that you’re not only getting the best deal and service, but also so you’ll know who to reach out to should you need additional help.  Could I at least do a no cost/no obligation comparison quote for you?”

If your prospect says yes, then there’s an opportunity here and you’ve uncovered it. 

If they say no, then simply use the “Next in Line Script.”

If you want to sell more, with less rejection, then invest in 500 scripts that will change your career.

Get Power Phone Scripts here.


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


ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

A Reminder to Isolate the Objection

Want to make dealing with objections easier?

Then remember to always use the powerful technique of isolating the objection instead of answering it…

I can’t tell you how many recordings I listen to each week where sales reps are still struggling to deal with objections because they insist on trying to overcome them.

It’s a lot of work.

Not only that, but after you’ve given your response, have you ever found that your prospect just comes up with another objection?

Example: Your prospect says that it costs too much.

You then say that you can drop the price. (A bad answer in and of itself, but not the subject of this blog post.)

Your prospect then says that they have to talk to their boss…

You see how this goes.

If you want to stop working so hard, and if you want to know what the real objection is, then isolate the objection instead of trying to overcome it!

Here’s how:

Prospect says, “It costs too much.”

You reply with, “I understand. Let me ask you this: If the price was more in alignment with what you wanted to pay, is this something you would take advantage of?”

Simple.

Your prospect then either says “yes,” and now you can negotiate price, or, they say, “well, I have to talk to…” and you now know that price isn’t the objection at all.

Another example of isolating the price objection:

Prospect says, “It costs too much.”

You reply with, “In addition to cost, what else is making you hesitate today?”

You get the idea.

The bottom line here is that you want to know what else is stopping your prospect from moving forward. 

And you want to do this before you go charging off and chasing their “smokescreen” objection.

One last thing: You may have heard of this technique before, but when was the last time you used it?

If your answer is “not recently,” then pull yourself together, and start using this each and every time you get an objection.

You’ll be amazed at how much more successful you are at closing sales.

And how much easier it is as well.


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


ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

How to Handle the Email: “We’re Going to Hold Off for Now”

When following up with a prospect after delivering a presentation, does this kind of email sound familiar?

“Thanks for contacting me, but I’ve checked with the powers that be, and we’re just not going to do anything until (Fall, 2020, OR next year, 2021, OR maybe even 2022).”

Disappointing, isn’t it?

There is one burning question that should be at the top of your mind:

What is behind this stall?

Remember a truth in sales: Behind every stall or objection, there often lies the real objection. Stalls like the email above are often called, “smokescreens,” because they hide that real objection.

The first thing you need to do is get behind that smokescreen and find out if your prospect is even sold first.

In other words, you should be thinking to yourself, “Well, when that times comes, were you impressed enough with what I presented to you that you’d either recommend this to “the powers that be,” or would you be inclined to move forward with it yourself?”

Now remember: I said: This is what you should be thinking.

Your next step after you get an email like this is to either:

A) Get them on the phone and ask them, or

B) Structure an email response which gets them to reveal this.

Why? Because if they aren’t sold, and this is just a smokescreen, then you’ll get nowhere using any other approach.

Here’s your script for this:

By Phone: (Note: Call the prospect 5 to 7 times without leaving a voice mail. Your goal is to catch them live on picking up the phone if possible):

“Hi ________, this is _______ _______ with ________, how are you doing?”

[Listen to their response here. Are they receptive to you?]

“I got your email and no worries! The timing has to be right, of course….

“Quick question: Just out of curiosity, when things do get back to normal for you, based on everything we went over—you know, on what you know about what we offer—did we sound like the solution you think would work for you?”

OR

“Did the “powers that be” give you an indication of that they thought about our service?”

Again: You must get buy in first to see if they are even interested in your service/product.

By Email: (If you can’t reach them by phone, then use this):

Hi…

Thank you so much for getting back with me!

No worries on timing—I completely understand.

Quick question: What were your thoughts on the presentation itself and what we offered?

In other words, when things do get back to normal, would you be recommending us to the powers that be?”

Thanks in advance for your thoughts!

Signed….

Finally: Remember, even in this time of Covid-19 when stalls are coming to us fast and furiously, you must stick to sales fundamentals.

These responses will help you do just that.


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


ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

Prospecting—3 Mistakes You Need to Avoid Now

What’s the biggest mistake sales reps make with prospecting or cold calling?

They call with what a client of mine once called, “commission breath.”

You know, that desperation sales people have when they finally get someone on the phone.

It’s the same kind of attitude that you feel and don’t like when a salesperson gets you on the phone.

How do you avoid that?

You avoid the three mistakes below. Read them, compare them to how you make calls, and then refrain from making these mistakes in the future.

Your prospecting will go a lot better if you do!

Cold calling mistake #1: Don’t pitch the gatekeeper. A big mistake many sales reps make (both new and senior alike) is to immediately begin pitching the gatekeeper in the hopes that, once they understand how great your product or service is, they will put you through to the decision maker. Nothing could be further from the truth.

To start with, the gatekeeper doesn’t want to hear your pitch. His or her job is simply to find out your name and company name, and maybe the reason for your call, and then to hand you off so he/she can go back to doing their job. They don’t care who you are or what you’re selling. So, stop pitching them.

The moment you pitch them, you just annoy them, and they then want to get rid of you. Also, by pitching, you identify yourself as a salesperson, and that kicks in a reaction to screen you out. So, don’t do it.

Instead, let them know your full name, your company name, and then ask to speak with the person on your list. And use, “please.” If you need more specific advice on this, see these gatekeeper scripts here.

Cold calling mistake #2: Don’t pitch your prospect—yet. The second biggest mistake sales reps make when prospecting is to immediately dump a pitch on someone as soon as they pick up the phone (think, commission breath). Or after they tell you they are doing fine and ask you how you are doing, you don’t even respond with a “Thanks for asking,” instead, you just launch into your pitch.

The reason for this should be pretty clear: Nobody likes to be pitched. Instead, your first goal is to try to make a connection with the person you are speaking with and build some rapport. Ask them how they are (especially with the amid the Covid-19 situation) and listen to what they say.

And then quickly get into a question early (“I understand you handle the XYZ, is that right?) and allow your prospect to engage with you. Absolutely resist the temptation to give them a two-paragraph dump on what you do, why you’re so great, and what you can do for them. Just stop it.

Cold calling mistake #3: Stop winging it. I know you think you sound so much better when you ad-lib and go with the flow, but you don’t. And if you don’t believe me, then record yourself and listen to your last ten calls.

Here’s the deal: Even if you wouldn’t be caught dead using a “script,” you already are. When you listen to those last ten calls, aren’t you saying the same thing over and over again? That’s your script.

Instead, do what all top pros do when prospecting or cold calling: script out a best practice approach, complete with rebuttals to common blow offs you get all the time (like, “Just email me something”), and then start practicing and using a better approach.

Remember, practice doesn’t make perfect, it just makes permanent. Stop practicing poor sales skills and commit to getting better on each call.

Now if you’re thinking, “Well, this is all good, but what exactly do I say in all this?” then the good news is that I’ve written many word for word scripts you can get by searching my blog.

Or, you can get 500 word-for-word scripts in my latest book, Power Phone Scripts.

If you learn to avoid the three mistakes above, then prospecting by phone will get a lot easier for you and your team.


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


ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

5 Questions to Ask Every Inbound Lead

A company I’ve been working with for over a year now gets a portion of their leads via inbound email requests for information on their services.

Another company recently reached out to me wondering if there is a best practice approach for handling inbound leads.

There is!

I’ve written on this subject before but let me remind you of what I said: New marketing funnels and lead nurturing campaigns have created what has always been a salesperson’s dream: more inbound leads.

Sales reps love receiving these leads and tell me all the time that these “warm” leads must be better because they called or emailed requesting more information. 

“These leads are more qualified because they reached out to us,” I hear over and over. But we all know this isn’t necessarily true is it?

In fact, this attitude leads to one of the biggest mistakes 80% of sales teams make when they receive warm leads—they go into pitch mode rather than qualification mode.

80% of your competition mistake the “implied interest” of an inbound lead to mean they are already qualified, and all they need to do is email specs, or prepare quotes, or just explain their product or service.

Wrong!

Top reps, on the other hand, know that inbound leads can be some of the biggest time wasters of all, so they do what they always do—thoroughly qualify the leads to understand both the buying motives of the lead, as well as the “red flags”—those reasons why a call in lead might not buy.

By separating out people who are “just looking,” sales reps can identify and spend more time with the real buyers.

And this means higher closing rates, more sales, and less time, energy and resources wasted on unqualified leads.

And they do this by asking questions instead of pitching.

Here are some great questions to ask the next time you get an inbound lead:

#1: How to ask for the buying motive:

“Thank you for contacting us today, what was it about our ad/promotion/website that motivated you to call us today?”

#2: How to determine just a shopper:

“Who else are you looking into?”

#3: How to determine further motivation:

“How long have you been thinking about (buying, investing, changing) something like this?”  Then,

#4: How to determine the possible objections:

“What has kept you from acting on this?

#5: How to determine time frame:

“What is your timeframe for needing this?”

There are many other questions you could ask, based on your product or service. But the bottom line is that you need to ask these types of questions if you want to increase your closing percentage.

To be a Top 20% sales producer, you have to begin finding buyers—whatever the lead source. So, stop pitching your inbound leads and start qualifying instead.


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


ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

Stalls During Covid-19—How to Handle Them

“We’re just not doing anything right now….”

“We’re ‘on hold’ until things settle down.”

“We’re not spending any money right now.”

These are common stalls that you get all the time, but now it seems harder to overcome them.

Why is that?

It’s because salespeople are now buying into them.

And why not? It makes sense, doesn’t it? People are losing their jobs, working from home, business is down…

Seems like the end of the world, doesn’t it?

Well, it isn’t. It’s temporary, and guess what? Companies and people are still buying. You probably wrote a sale just last week, and the top producers in your office are still writing business.

True story: I was walking in my neighborhood the other day, and a home went on sale—you know, the sign in the front yard, etc.

Less than a week later, there was a red “sold” sign on it. That was quick.

So, what do you do to overcome the stalls at the beginning of this article?

You go back to basics: you acknowledge them, and then go around them to either earn the right to have a conversation, or to qualify the prospect. Use these scripts:

“We’re just not doing anything right now….”

Response:

“I totally understand. How are you doing with the whole Covid-19 situation?”

[Listen & build rapport]

“I’m with you—very different times indeed! A lot of other companies I’m speaking to are going through the same thing.

“And some of them have come up with some really interesting ways of handling this. Tell you what I’d like to do: Let’s set up a 10-minute call, and I’ll share some of those solutions with you and let you know what we’re doing to help them.

“Don’t worry: I won’t try to sell you anything…just give you some information. Does that sound fair?”

“We’re ‘on hold’ until things settle down.”

Response:

“Right?! I know just what you mean.

“Let me ask you this: When things settle down and you get back into the office, and back to doing business again, what does your ideal vendor look like?”

OR

“Right?! I know just what you mean.

“Here’s the good news: we’re on hold here, too. But we are still having lots of conversations and letting people know what’s available to them once this clears up.

“If you’re open to this, all I’d like to do is quickly show you the things we’re doing to help companies prepare for re-opening—would you find that valuable?”

“We’re not spending any money right now.”

Response:

“I totally get that—things are tight all over!

“The good news is that it doesn’t cost anything to have a conversation with us, and we even have some amazing deals going on as a result of what’s going on right now.

“And don’t worry: I’m not going to try to sell you anything you can’t afford; instead, I’ll just let you know what some of the options are so when you are ready to make a move, you’ll know the best option out there—fair enough?”

There you have it. Proven ways to try to get around these stalls and earn the right to have a conversation.

Try them, adapt them, have fun with them. They’ll work if you use them…


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


ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

Overcoming Covid-19 Common Objections

I’d like to thank you, my readers, for your kind comments on my blog series: “Handling the Coronavirus Selling Environment.” I’ve received some useful pointers that I’ll continue to pass on to you all as well as answer some of your direct questions.

Several readers sent in COVID-19 specific objections and stalls they’ve received over the last two weeks, and I encourage you to send in any other questions or difficult selling situations you or your team come across. I’ll do my best to provide you with solutions to help you deal with them.

Here are some objections and situations that readers submitted to me last week, as well as comments and actions I suggest you take:

Objection: “I am so sorry – we are dealing with Coronavirus impacts to our business. It is best to reschedule this call. We have had school closures, illnesses, work from home concerns.”

Comment: This isn’t an objection, it’s the truth. And it’s happening to most companies right now. The good part is this prospect isn’t saying no, rather, he/she is saying, “It is best to reschedule this call.” That means there is still interest here.

What to do: Empathize—don’t pressure. As I wrote in my first blog article, now is the time to take your salesperson’s hat off and connect with people. Follow the word-for-word scripting I outline in that article to deal with this objection.

Objection: “Please remove me from your distribution list. We are in the middle of a pandemic and find your email as a firm completely out of touch.”

Comment: Examine if your email really is out of touch! Many sales reps and companies have not adapted to the current situation and are, instead, carrying on as if business is normal. That won’t work. You need to adapt to what is happening in the world right now.

What to do: Read and follow my blog article on “Covid-19 Email Responses to Use Now.”

Objection/stall: “Good morning! Can we follow up with this once things settle down with the COVID-19? {Prospect name} is really booked right now with very little down time. Thank you for understanding.”

Comment: What a nice, understanding, and respectful response to get from someone! This person isn’t saying no, they are saying not right this moment. You need to emphasize with them when you get them back on the phone….

What to do: Pick from these email responses…

Objection: “______, thanks for following up. I don’t think we’ll have bandwidth to discuss further for a while. We are still focusing on transitioning our workforce to remote work and other COVID issues. Thanks.”

Comment: Another honest and realistic response based on what this—and many other—prospects are dealing with. Again, don’t lose heart; they aren’t saying no, they’re saying not right now. Big difference!

What to do: I’d send this prospect an email saying something along the lines of, “I totally understand; I hope you are staying safe! Our company has already transitioned to working from home and I have some tips that may make it easier on you and on your team. If you’d like, I’d be willing to take 10 minutes and share those with you. Any interest?”

Anything like that is your best option right now.

Also: Read and use/adapt any of these email responses.

Objection: “______, I did receive it.  Thank you. For now, we are holding steady on current suppliers while we figure out how we work with this new virus situation.”

Comment: Again, pretty common—and understandable—response. Prospect isn’t saying no, they’re saying not now.

What to do: Try to re-engage by offering something of value. Something along the lines of, “Totally understand. Many companies are “waiting and seeing.” Meantime, I’ve had some really good conversations with my clients and they are getting pretty creative with ways of using this time.

“I’d be happy to share some of their strategies if you’re interested. Can we connect for 10 minutes next Tuesday? I think you’ll find it valuable to hear some of the things they’re doing.

Say about 10 am?”

Objection: “______, Thanks for reaching out, but this is possibly the worst time to connect given that we’re a health insurance nonprofit.”

Comment: You think? Health company and nonprofit? How can you be of service to them?

What to do: Send an email back letting them know that you totally understand and are thinking

about them and all your clients. Ask them what you can do right now to help them. Offer them some tips on working from home, on staying sane, on the latest YouTube video you saw on staying fit at home. Get creative. Connect. Empathize. Be real…

Ultimately, we’re all in this together, and your best strategy now is to just be yourself. Be interested in what other people are going through and strive more to connect right now and share solutions to working from home, on what your company is doing to conduct business, and how other clients and prospects are taking advantage of this time to come out strong once it passes. Which it will. Remind your prospects—and yourself—that this, too, shall pass.


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


ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

5 Secrets for Successfully Working from Home

So how is working at home going for you?

Have you found a way to keep the dog from barking? How about the kids? And what about the gardener that blows every Tuesday?

Oh, and don’t forget to actually work! You remember, the prospecting calls you need to make, the demos you need to book, and the prospects you’re supposed to be following up with.

If you’re new to working from a home office, or if you don’t have a proper home office set up yet, then you know how challenging it can be to get into a rhythm, to remain productive, and to keep your attitude up.

I’ve had a home office for over 20 years and let me tell you—it took some getting used to at first. Luckily for you, I’ve boiled down the 5 most important routines I developed and still use to make me very productive working from home.

I encourage you to adapt and incorporate these secrets into your home routine as well:

Secret Number One: Establish a Daily Goal for Activity.

Just remember what’s crucially important in all of sales: You can’t write any business if you don’t have prospects and clients to pitch to.

And that means you have to put in the activity—the calls, the follow ups, the emails, etc., to set those demos/presentations.

And that means you need to have a daily goal for activity. Ask yourself:

  1. How many dials do you need to make each and every day?
  2. What is your contact rate goal—you know, the number of actual prospects you’re focused on connecting with in a day?
  3. How many demos/presentations are you focused on getting in a day? In a week?
  4. And how many demos are you focused on giving each day/week/month?

Not only do I have a daily goal, but I track my calls/contacts/demos each day. You should, too.

Secret Number Two: Make Your Prospecting Calls Early in the Day.

Let’s face it: Cold calling is hard. It’s easy to put off. Many things distract us when we’re in the office, but now there are a hundred more things at home that steal our focus.

That’s why I learned early on that if I get the hardest thing out of the way first, then each day will be successful no matter what.

But the key is to make this your number one priority before you move on to any other “non-essential” duties. By committing to the hardest—and most important—activity first, you’ll not only set up the demos and closes, but you’ll feel better about yourself as well.

Secret Number Three: Do Non-Essentials tasks at the End of Your Day.

I’ve got news for you: Sending that email after you get off the phone with a prospect isn’t an essential activity. They can wait a few hours…

Nothing steals your time or robs you of your momentum more than hanging up the phone with an interested prospect and then breaking your rhythm by stopping to send out an email to them.

Instead, jump back on the phone and keep dialing! Reach your goal first, and then you can comfortably (and without guilt) take time to send your emails.

The key is rhythm and momentum. Get it. Keep it. Power through.

Secret Number Four: Develop a Food Routine.

I know this might sound strange but planning what—and when—you’re going to eat is very important.

Now that you’re home, do you ever find yourself hanging out in your own kitchen or browsing your pantry?

And how about coffee or tea? Have you ever found yourself too caffeinated to sit at your desk?

Frequent breaks for snacks—especially bad ones to reward yourself after a good call before you send that email (see Secret Number Three above), also steal momentum and can turn into hour long, unplanned breaks.

Plus, when you’re at home, it’s easy to suddenly turn into a gourmet chef (as in: this is going to take the afternoon?).

Pack your lunch and snacks ahead of time, don’t binge the coffee, and follow your normal “work” meal routine.

Secret Number Five: Plan Your Day the Night Before.

Not planning your workday, the afternoon or night before is one of the biggest mistakes you can make—whether you work from home or in the office.

Before you call it a day, you need to gather and organize your leads; plan all your calls—your clients and/or prospects—know when your closes are and schedule prospecting calls up to and immediately after each one.

If you don’t do this, it’s easy to show up at your desk in the morning and watch that morning evaporate in a flurry of activity that results in—well, no results. 

In conclusion: You can work at home successfully and productively, but you first must establish and stick to routines that support that.

Follow the five secrets above, and you’ll be well on your way to outperforming your competition.


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


ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

3 Selling Techniques to Use During Covid-19

Things have changed—have you noticed?

Of course you have; you’re probably working from home right now…

The question is: Have you changed the way you’re approaching your prospects and clients?

Believe it or not, I’m still getting the same old emails and the same old phone calls from companies trying to sell me their products and services in the same old way.

It’s not working for them.

If you’re frustrated right now, and if your sales results are ticking down, then you might want to consider adjusting your approach.

Here are three things to do right now to help you connect with people and to help you get back on track from a sales and momentum perspective.

Number One: Try being kind rather than being a salesperson. Face it: People are scared right now and things are not normal. This is a scary time!

Because of this, people don’t want to be pitched; instead, they want to be listened to and acknowledged. This is the time to practice your “soft sales skills” as in learning to empathize and listen to people.

Remember the old adage: “People buy from people they like, know, and trust.” It’s time to show people how much you truly care about them, and in doing so you’ll begin building that trust.

Action step: Be more concerned with getting someone to share with you how they and their family are doing rather than how you can make a sale today. (Don’t worry, we’ll get to the sales part soon. For now, focus on making a true connection.)

Number Two: Gently move into exploring their company’s plans for when this is all over. Obviously, every company you speak with has some kind of plan in place for when this situation resolves itself. Ask about it.

It’s helpful to share examples from other companies you’re working with. For example, if a current client or prospect has shared with you that they plan on resuming work full time at the end of this quarter and are committed to having a strong next quarter, then share this with the person you are speaking with. And then ask them what their plan is. Share some details from your other prospects or clients.

In other words: Get them thinking about the future and uncover their plans for that.

Number Three: Set yourself up as a trusted resource to help them move forward with their plans.

If you have done number one properly, then you will have created a safe and comfortable environment for them to trust you. Make a recommendation that this is a perfect time to “do the appropriate research” into your product or service.

Now do your job: Book that demo or give that presentation.

Always listen to and respect your prospect’s timeline, but also always be selling (gently, of course!).

Remind your client or prospect that other companies are still planning, buying, and carrying on business the best they can right now. That you can also help them remain competitive and take advantage of an improving business environment when the time is right for them.

And then, book and give demos or presentations, and close sales.

The important thing right now is to not get discouraged, and the way to avoid that is to continue taking action. The key is to take different action.

Use the three techniques above and watch your call reluctance subside and your confidence—and sales—return.


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


ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

Script to Deal with the Covid-19 Objection

“We’re just not doing anything until this virus situation is settled…”

Sound familiar? It should. You probably get this objection, or some version of it, every day now.

And for good reason. We’re all in unchartered territory now. Some of you reading this are working from home—a whole new challenge—some stores and companies are closing for now, and freeways as clear as they were in 1965 (see, it isn’t all doom and gloom.)

Anyway, how do you handle this objection when you’re prospecting? Here are some practical tips and a word-for-word way to handle this current objection:

First: Take your “salesman hat” off. Nobody wants to be pitched hard right now. Instead, what they want is to be listened to.

I always teach reps that one of the most important soft skills they can learn is to just talk to & listen to someone. Sales reps have a hard time with this, but now is the perfect time to practice this skill.

Second: It’s important to stress to prospects and clients that what we’re going through now is temporary. This will pass.

Third: This is the perfect time to evaluate (your product or service) and to be ready to make the move ahead of their competition. In other words, what they do now will either position them to be ahead of or behind the other companies in their market space.

And you can help them do that…

Here is your script to use while prospecting and setting demos:

Prospect: “We’re just not doing anything until this virus situation is settled…”

You: “I completely understand. We’ve never seen anything like this before, tell me, how are you dealing with it?”

[Hit MUTE. Let your prospect or client vent. They want to be heard right now—not pitched—and you will separate yourself from all the other desperate salespeople out there if you act as a trusted advisor right now. Share how you’re dealing with it as well.]

After they have gotten it all out:

“You know _________, we all know one thing for certain: While this is scary, and while we may have several weeks before things calm down, ultimately, it’s temporary. And that’s at least comforting—you know?”

[Get their buy in on this.]

“In the meantime, let me tell you what other companies I’m speaking with are doing. They are using this downtime to evaluate and compare services like ours so when the time comes to make a buying decision, they won’t lose any time to their competitors.

“What I’d suggest is that we schedule some time so I can show you what your options are and what other companies are leaning towards—are you at least open to that?”

NOTE: If you want to use a stronger tie down than, “are you at least open to that?” you can use any of the following:

“Let’s schedule something for later this week so I can show you…do you have your calendar open?”

OR

“In fact, if you have a few minutes right now, let me take you to our website…”

OR

“What time and day might be good for you later this week…?”

OR

“By the way, are you the right person to speak to about this?”

Regardless of which tie down you choose, now start qualifying and set an appointment for a demo.

As always, the best way to overcome any objection or stall is to be prepared for it in advance. Use/adapt/personalize this script so it works for you and your industry.

Additional help with rebuttals to the Covid-19 situation:

  1. Have other objections you would like scripts for? Send them to me: Mike@mrinsidesales.com and I’ll include them in next week’s blog.
  2. Make sure and pass the script above out to all your work mates and managers. If they haven’t joined my blog yet, they can sign up here.
  3. If you have found scripting or wording that is helping you, send it to me so I can share with others!

And finally, if you are a manager or company owner who has had to send your sales team to work from home, then now is the perfect time to give them access to my new on-demand inside sales training.

Working from home can be a lonely experience and they need motivation, skills and help to succeed! Check it out here—it’s affordable, effective, and will pay for itself within two weeks…

In the meantime, “Wash your hands, and Carry On!”


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


ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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