Many sales reps struggle when following up on emails they’ve sent out to prospects (or even clients!).
When they get the prospect on the phone, they open with:
“Did you get the email I sent?”
“Did you have a chance to review my email?”
These kinds of openings just create stalls, such as:
“No, I didn’t have time,”
Want a better approach? Try this:
When you get your prospect back on the phone, say:
“Nice to speak with you again. I did email you the information we spoke about, and I was wondering:
‘What did you like best about it?’”
“What part of the information is the best fit for what you do?”
“From what you read, what would you like to know more about?”
By changing your opening to something more assumptive (assume they’ve read it—if they didn’t, they’ll tell you!), and by asking a positive question “What did you like most about it?” (or any of the other questions above, or come up with your own), you’ll be leading your prospect to reveal their interest level and unique buying motives.
And that’s better than leading them to a stall, isn’t it?
Try it this week and adjust it until you find the best opening for your product or service!
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