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

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

This isn’t a good time, OR

I’ve got another meeting in 10 minutes, OR

“How long will this take?” OR

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

Remember the law in sales: Leads Never Get Better! 

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

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

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

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

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

Response #1:

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

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

Response #2:

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

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

Response #3:

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

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

Bonus #4:

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

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

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

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

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


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


ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

3 Keys to Dealing with Difficult Prospects

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

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

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

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

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

Nice start, huh?

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

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

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

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

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

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

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

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

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

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

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

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

And I’d hit mute again.

Here’s what I teach:

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

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


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ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

Getting Buy-In Before Discussing Price

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

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

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

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

The most important step to get right is to:

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

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

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

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

You know why?

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

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

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

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

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

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

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

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


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


ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

Use This Email for Missed Sales

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

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

OR

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

What do you do?

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

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

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

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

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

Hi {first name},

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

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

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

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

Sincerely,

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

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

Happy selling!


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


ON DEMAND SALES TRAINING THAT GETS RESULTS!

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

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

Perfect for reps dealing with the following issues:

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

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

Looking for a quick and proven way to upskill yourself or your team during the summer months?

Check out the bestselling book of phone scripts: Power Phone Scripts

You’ll get over 500—yep, 500!—word-for-word, proven scripts to help you sell more with less effort and less rejection!

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

New Email Messaging for Covid-19

One of the ways you stay ahead of your competition is to stop sounding like them.

I don’t know about you, but all my LinkedIn requests and emails from vendors now begin the same way:

“I hope you and your family are staying safe…”

This was an appropriate sentiment three months ago, when we were all hunkering down and sheltering in place, but times have changed—and you need to change with them.

What’s happening now? People are going out, companies are opening, and economies are trying to come to life. Your email greeting needs to reflect that urgency…

Here are several new email openings you should begin using now:

Email #1:

Subject Line: {first name}, getting back to business

Dear {first name},

If you’re like most of our clients, you are finally getting back to work—and that’s a good thing!

What’s important now is to get a jump on your competition and position yourself to emerge from the quarantine better than you went into it.

And that’s where we can help you…

[Now give a one or two sentence pitch on how you can help and request a meeting.]

 Email #2:

Subject Line: {first name}, emerge from quarantine stronger

Dear {first name},

Now that the world is slowly getting back to work, it’s time to turn your attention around to how you can capitalize on the new market conditions.

And we can help!

Right now, we are offering {briefly state your value prop}, and we’re making it easier than ever to take advantage of that.

The timing has never been better to get a jump on your competition. Let’s schedule…

One additional tip for your emails: Customize the above templates to your industry. Ask yourself:

  • What are the companies in your space most wanting to do right now?
  • What’s important to them?
  • What keywords are going to get their interest?

Work these things into your emails so they speak directly to your target audience.

As I said in the beginning: If you want to stay ahead of your competition, then you’ve got to do things before they do.

Use the new approach above, and separate yourself from the pack…


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