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!
“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:
- 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.)
- Actually open the email. (This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle.)
- 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!)
- 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!
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Total sessions: 7
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Who Should Attend?
Any sales reps dealing with the following issues:
- Reps struggling with call reluctance
- Getting screened out by the gatekeeper
- Overcoming blow off objections like, “Just email me something”
- Identifying decision makers
- Qualifying prospects
- Setting call back appointments that stick
- Giving successful presentations and dealing with objections
- Staying motivated