One Great Close You Should Be Using

How do you handle the following two big objections?

“Your price is too high.”

“I can get a better deal/rate/price using XYZ”

Arguably, these may be the two most frustrating objections sales reps get, and interestingly, there is one technique that works amazingly well—but few sales reps use it.

Instead, the vast majority of reps stumble when they get these objections, or worse: they lower their prices to try to compete.

The best way to handle this is to…

Isolate it! Just like you should do with most objections.

Here is the easiest way to do this:

Whenever you get either of the two objections above, simply respond with:

“In addition to price, what else is important to you?”

OR

“In addition to price, what else is holding you back today?”

Then hit that oh-so-important MUTE button, and let your prospect tell you how to sell them.

That’s it!

For those of you thinking this is too easy, I challenge you to use it for the next month each time you get this objection.

You’ll be amazed at what you hear—and how much further you can take your prospects…


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

“I Need to Think About It.”

If this objection frustrates you, then all that will end after you read this blog post.

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward.

Real objections can include things like:

  • They can get it cheaper somewhere else.
  • Their boss/spouse/purchasing won’t let them buy.
  • They like a different solution.
  • And many, many more reasons…

And “I want to think about it” is the perfect smokescreen.

Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back.

Pick one part of your offer (it could be the price, or the timeline for delivery, or the quality, or the guarantee, or the rate, whatever…) and say:

“That’s OK, and I’ve given you a lot to think about. Is it the price that you want to think about most?”

And then hit MUTE and listen to what your prospect reveals.

Often, they will tell you what it is, or they’ll tell you it’s something else.

And then you can deal with it!

If they say, “No,” then say, “OH?” and remain quiet—and listen to what they reveal.

Once you know what is really keeping your prospect from working with you, then you can deal with the real objection behind the smokescreen: “I want to think about it.”

Script this out for your product or service. Role play it in meetings. And then use it for a month and see what you find.

If you find the real objection even half the time, you’ll be that much closer to closing more sales!


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

Our Award-Winning Article

In case you missed this, I received the following email last week:

Dear Mike:

The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!”

I thought I’d repost it for you:

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.


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

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

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

Handling Covid-19 Stalls via Email

Do any of these email responses from prospects or customers sound familiar?

“Everything is on hold right now.”

“Due to the circumstances, we just don’t have the budget right now.”

“We’re not making any decisions right now.”

“This just isn’t a good time for us—I’m sure you can understand.”

What all these responses have in common is that they are just common stalls. Oh sure, the circumstances might be new (the Covid-19 pandemic is certainly new!), but in essence, these objections are the same kinds of stalls you usually get.

“Not a good time,” “Don’t have the budget,” “Not making decisions right now,” are responses you get during your normal sales process, aren’t they?

So, how should you handle these stalls now? Using the same best practice approach you should always be using: You should isolate these objections.

What do you really want to know given these stalls or objections? You want to know:

“If you did have the budget, is our product or service the one you would choose?” and,

“When the time is right to make these kinds of decisions again, would you seriously consider our solution?” and,

When circumstances change, are you interested enough in our solution to choose us?”

That’s how you should respond when you get these kinds of email stalls during this pandemic.

Of course, you’ll want to soften your response by showing empathy for what your prospect or client is going through.

Here are a couple of good, all purpose, email responses you can customize to each of the situations above:

Dear Prospect:

Thanks for your response and no worries about budget at this time.

We work with many companies like yours, and the timing must make sense—both budget wise as well as what your current needs are.

Quick question: Putting budget aside for a moment, I’m wondering if it makes sense to pursue our conversation in the future based on what you know about how we work?

In other words, if and when budget does become available, is our (product or solution) something you find enough value in to speak about another time?

Another example:

Dear Prospect,

Good to hear you’re keeping well.

I understand that things may be on hold for now but was wondering: How do you feel about what we covered in our demo last week?

Do you feel this had value for you?

Let me know so I can follow up appropriately.

Thanks…

As you can see by these sample responses, what we’re doing is side-stepping their objection or stall so you can determine whether or not they have a genuine interest in your product or service.

Until you know that, you’ll just be chasing your tail.

And that doesn’t feel good in any sales climate…


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

Covid-19 Email Responses to Use Now

In my continuing blog series on how to handle the stalls, objections, and real-world situations in sales caused by the Covid-19 pandemic, below you’ll find some suggested email responses to situations you may be running into.

Couple of things to remember about this challenging time:

  1. Don’t pressure people right now. The challenges your prospects are going through are the same ones you are. If now isn’t a good time for them, respect that! Be concerned about how they are doing and ask them how they are getting along.
  2. Respect the time frames they are giving you—and then schedule a call “just to check in” at the time they suggest.
  3. Gently remind them this situation is temporary, and point to the progress countries like China, South Korea and Japan are making in reducing the spread of the virus.
  4. Suggest, again gently, that you will reach out again in the upcoming weeks…

Here are some emails you may be getting, and some suggested wording for your responses to them:

Email from Prospect #1:

Dear…

“I have no updates on your proposal because our offices are closed, and we are all working remotely. Frankly, this isn’t a top priority for us right now…”

Response:

“Thanks for getting back to me during these rough times! I hope you and your family are staying safe…

“I’ll check back in with you in a couple of weeks just to see how you’re getting along.

“Until then, be well!”

Email from Prospect #2:

Dear…

“Sorry about my lack of response, but it’s been crazy here!

“For the time being, we’ve decided to focus on our current market and aren’t going to be looking into different markets right now.

“While I really liked what you had to offer, our board has made the decision to wait on anything new until the coronavirus plays itself out.

“I will keep in touch as things change…”

Response:

“Thanks for keeping in touch with me. Yes, this is an unfolding and unfamiliar situation, so I completely understand your company’s decision to concentrate on the local market for the time being.

“Things will change, as you know—for example, China has already been able to stop the spread of this (as has South Korea), and I feel this will continue (hope so!).

“Let’s touch base in a couple of weeks just to compare notes. How does next Tuesday, April 7th sound to you?”

Email from Prospect #3:

“Dear…

“I have received your emails…

“We have looked into your company before—and other vendors like yours—and we just haven’t seen your type of solution working for us.

“In addition, we are in full crisis mode here, as you can imagine, so we aren’t considering anything new like this for now.

“Hope you understand.”

Response:

NOTE: The Red Flag that they have “looked into your company before” and “we just haven’t seen your type of solution working for us…”is something you need to weigh heavily in deciding whether or not this is a true fit for your company or service…

My response would be:

“Thanks for your email and I completely understand that these are crisis times. I hope you are coping well.

“I will check in with you next month just to assess how your company’s situation is progressing in general, and how you are doing personally.

“Meantime hang in there and wash your hands. (insert smile emoji if you like.)

Email from Prospect #4:

“Dear….

“This is a terrible time for people in our market to make any kind of buying decision as they have to travel to work with us. So, we aren’t interested at this time…”

Response:

“Thanks for your email and I hope you and your family are doing Okay.

“Interestingly, our market research shows us that people are going online these days even more than usual. I guess they have a lot of time on their hands at home. (insert smile emoji if you like.)

“Anyway, hopefully this situation will pass as governments get a handle of testing and quarantining their populations—much like China, South Korea, and Japan have done. The spread there has slowed considerably.

“As things begin getting back to normal, I’d love to reconnect with you to assess your plans for the third and fourth quarter. Would next month be a good time to reconnect?

“Let me know and be well…”

The thing to remember with all these emails is that you are acknowledging the situations they are dealing with (we all are dealing with), and yet you are also suggesting timeframes to get back in touch with them. In doing so, you remain in control of the sales situation.

As always, adapt these responses to your product, service, and company, and make sure to be empathetic yet do use the core selling skills that help you further the communication and the sale.

And stay safe out there!


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 Transition Statements to Requalify Existing Prospects and Clients

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while?  And why would you even want to do this?

The first reason is that things change. In fact, someone once said that the only thing that doesn’t change is change itself. And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today.

In addition to their duties or job description changing, their areas of responsibilities change also. Someone who was responsible for handling lead flow may now also be in charge of ordering those leads.

Or someone who was responsible for one area of the business (and ordering) may have given that responsibility to someone else. 

The bottom line is that it’s important to do more than just call and say: “Oh hi, just calling to see if you need anything?” 

Today, it’s important that you requalify the person you are speaking with and try to find as many opportunities as possible to sell your product or service.

To do that, it’s helpful to know how to transition into requalifying.

Here are some examples of transition sentences. Remember to adapt them to fit your personality, your product and service:

Transition sentence one:

“________, since it has been a few months since we’ve spoken, let me just make sure my information is correct. Besides yourself, who else handles…”

[This is an assumptive way to find other decision makers in the company…]

 Transition sentence two:

“___________, let me get up to date on things with you. I know that last time we spoke you said you handled (X); what else are you responsible for these days?”

Transition sentence three:

“Because things change all the time, let me just ask you a couple of quick questions to make sure I’m up on things on your end. For example, what other products are you handing these days?”

Transition sentence four:

“___________ I’m updating the information on all my accounts this month – do you mind if I just verify a few things?

Great! What is your current extension?

How about your direct phone number? Cell? Email?

And are you still the only contact for all the printing needs there?

What other things are you handling?

How about other departments—who would I want to speak with?

How about your need for (X)—where have you been sourcing that these days?

What would you need to see from us to begin placing an order for that also?

[Rep: I’m sure you can think of more…]

Transition sentence five:

“_________, I know the last time we spoke you told me you handled (X), is that still correct? 

Great. What else are you in charge of?

How are you handling your (XYZ)?

What other departments are handling the (ABC’s)?

And what other products are you in charge of?

And remind me again of the decision process there?

How about timeline? 

And besides yourself, who else would weigh in on this?

And so on…

As you can see, just because you think you know something about a prospect or customer, you can still learn more. Think about it: When was the last time you were able to thoroughly qualify someone on the very first call? It probably took a few, didn’t it?

When you use these kinds of requalifying questions, you will be in a much better position to completely qualify an opportunity. And that can only lead to more business.

Buying Questions? Here’s What to Do

I was listening to a client’s closing call last week, and when the prospect asked a buying question, the rep answered it and then just remained quiet.

What should she have done?

What would you have done?

The proper technique here was to 1) Answer the question, 2) Get buy in that this was what the prospect was looking for, and then 3) Either ask for the order OR use a trial close to see if she was getting close to closing the sale.

What did happen, however, is something I hear way too much: Either sales reps pause after answering a buying question, thus waiting for more questions, or they keep talking and pitching—technically known as “talking past the close.”

If you find yourself answering buying questions and then either remaining quiet or find yourself nervously talking, then use any of the following technique:

“Is that what you were hoping/looking for?”

[If Yes]

“Great. Does this then sound like what you’re looking for?”

[If Yes again]

“Great! Then let me show you how easy it is to take advantage of our solution…”

Now direct them to the signup paperwork, online form, or whatever you use to sign new clients up.

This technique of confirming your answer after answering a buying question, and then using either a trial close or a straight out “call to action” is what separates top sales reps from all the others.

Remember: You are the one directing the sale and that means asking for the deal at the right moment—which is often at the end of a buying question.

If you or your team wants to get better at closing more sales, then get better at the fundamentals. And that means training.

Two quick ways to do that are to either invest in my latest book, Power Phone Scripts, or enroll your team in my next online, 7-week training.

Either way, you’ll learn valuable training skills that will make the difference between your making your monthly numbers or missing them and wondering why…


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

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! 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.

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

This is the Most Important Qualifying Question

If I asked you what the most important qualifying question was, what would you (or your team) say?

Budget?

Decision making process?

Buying motives?

Needs or pain points?

These are all important, of course, but they aren’t what—in my mind—is most important of all. And that is:

Timeline for making a decision to move forward.

The reason timeline is the most important is that it encompasses all of the above. If a prospect is looking to move forward “as soon as possible,” for example, it means that budget is in place.

It also means that the decision makers have all agreed that their buying motives (needs) are such that a decision needs to be made now. Everybody is onboard.

In addition, what is also important about timeline is that if the prospect you’re speaking to isn’t in the market at this moment, it means you can relax behind your pitch.

For example, if your prospect isn’t looking to make a decision until the next quarter or two, this changes the way you pitch your product or service. Now, instead of moving toward the close, you can adjust and move toward other issues like other decision makers and exactly what is going to change at that time, and what they’ll need to see and hear to choose you.

Conversely, if a prospect has a burning need to purchase as soon as possible, this also helps you adjust your pitch and your follow up actions. Perhaps you need to get in front of the other decision makers (like today!), or perhaps you can make an offer that has a timeline attached to it.

One of the biggest mistakes I see many reps making is to neglect asking about timeline and instead just keep pitching their product or service. The problem with this is that when they get to the end, they don’t have a clear idea how to drive the close. What do they do next? Is there urgency or not?

If you don’t know the proper timeline, it’s hard to make the right next suggestions and plan the best next steps.

The next time you’re qualifying a prospect, always ask this question:

“Assuming you like what you see during our presentation next week, walk me through the process to get this approved and what your timeline is for putting us to work for you?”

Trust me, this question will change everything for you and your team…


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

Join Our Next Training:

If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! 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.

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