Everyone in sales knows about rejection. And to 80% of salespeople, this is what they fear the most. Fear of rejection creates call reluctance; long lunch hours, sick stomachs and can turn a telephone into a 200-pound weight — hard to pick up.
The Top 20%, however, have found a way to avoid being rejected and use this technique to make every call successful. It’s called the ?Next in line? pitch. Here’s how it goes:
1) First, the Top 20% are prepared for resistance and are not surprised when they get it. Instead, they expect it and are prepared to handle it.
2) When/if a prospect says any of the following:
?We’re not interested."
?I?m happy with who I’m using."
?We don’t need any right now."
Or any variation thereof, the Top 20% respond with:
?I understand _________, and let me ask you a question — the next time you need (your product or service) could I be the first one in line you speak with to get (another quote, opinion, check with, etc.)?"
The prospect almost always says yes, so then say:
?Great, I?ll send my contact info, please keep the near your (ordering information, etc.).? Now briefly take this info down and then:
?By the way, what might have to happen for you to begin looking for a different (vendor, company, price, etc.)?"
This last part is what sets up your next call and reveals your prospect?s future buying motives. Listen carefully and write down what they say ? you?ll need it later on.
Follow through with sending out your contact info and ask for a follow-up appointment.
By the time you get off the phone, you’ll have established rapport, gained buying information, and created a relationship with a potential buyer. Not that, huh?
Use this technique and watch your call reluctance and rejection disappear, and soon you’ll be prospecting like the Top 20%!