Category: Cold Calling Scripts

A Better Way to Follow Up on Emails

by mike
Prospecting, Email, Appointment Setting, Cold Calling, Phone Sales, Sales Scripts, Sales Tips, Assume for Sale

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?”

OR

“Did you have a chance to review my email?”

These kinds of openings just create stalls, such as:

“No, I didn’t have time,”

OR

 “What email?”

Frustrating, huh?

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?’”

OR

“What part of the information is the best fit for what you do?”

OR

“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
Get Access Today

5 Reasons to Follow a Script

by mike

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider:

If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get?

Your script.

You see, even if you think you would never use a script, the truth is, you already are!

The problem is that what you are so used to saying, your “script,” in many cases isn’t the best practice. It’s not thought out, carefully crafted, and usually isn’t the most effective response.

Most of the time, it’s the accumulation of bad habits, ad-libbing that worked two years ago (but isn’t effective now), and, frankly, could use a major refresh.

Once you take the time to write an effective script (or hire a professional like me to write it for you or your team), then you can deliver the absolute best messaging and the most effective sales techniques THAT WORK.

Here are 5 reasons following a well written script will make your sales team better (and make your company a lot more money!):

#1: You’ll sound more professional. The best way to eliminate the “uhs” and “ums” is to follow—and then memorize—an effective script.

If you hate the sound of your own voice (when you listen to your recordings), then script out what you’re going to say, and concentrate on the delivery. Your prospects will trust you more, and you’ll appear more professional.

And prospects like that!

#2: Handling objections will become easier.

If you’re frustrated when a prospect tells you “they aren’t interested,” or when a demo ends with “I’ll think about it,” and you don’t know what to say, that frustration will end when you script out effective rebuttals to these common selling situations.

And that leads to:

#3: Following a script makes you more confident!

Top producers aren’t afraid of making calls, and they aren’t thrown off course when they get an objection. Why?

Because they expect them and know how to handle them. Scripting out your response in advance will not only help you deal with—and overcome—objections, it will lead to you becoming more confident.

And how nice will that be?

#4: Using a script will stop you from talking…and talking…and pitching…and pitching…

Sales reps LOVE to talk. And talk. And talk some more. Problem is: when your mouth is open, your ears are closed. You learn nothing when you keep talking, and because your prospects have all the answers, this is deadly for your success.

By inserting tie-downs, and trial closes in your script, you’ll actually have to stop and engage your buyer! And that’s when you learn what it’s going to take to close them. If you insist on ad-libbing, however, you’ll miss all this—and many times, miss making the sale.

#5: Using a script will stop you from talking past the close.

This is the number one problem with sales reps: Instead of confirming or asking for the order, they just keep talking…and talking themselves out of a sale.

If you don’t believe me, just listen to a couple of your last closing attempts.

See what I mean?

Bottom line: Scripts will make you a better, more confident, more successful sales professional.

If you’d like a book of over 500 fresh, proven, and effective scripts, then click here.

The sooner you stop ad-libbing, and start following a better practice approach, the sooner you’ll reap the benefits above…

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
Get Access Today

Question: Why Aren’t You Asking More Questions?

by mike

We all know the importance of asking questions of our prospects and clients, yet how many do you ask?

How many does your sales teams ask?

If you’re like most sales reps, then you’re probably doing a lot more talking (read pitching) than you are listening. And that’s because you’re not asking enough questions.

Remember: Whenever your mouth is open, your ears are closed.

And: Your prospects have all the answers about whether they’ll buy from you or not, and what you need to say to sell them.

But if you’re not listening, you’re not hearing these valuable buying motives or potential objections.

Here’s the solution:

Make a list of three crucial questions to ask during each part of your sales process. Here’s a list to get you started:

For prospects:

#1: “What motivated you to reach out to us today?”

[If that’s not appropriate, then use:]

“What’s most important for you in choosing a company/product like ours?”

#2: Besides yourself, who else is involved in the decision process?

#3: If you like what you see next week in our demo, when would you ideally like to get started with something like this?

Now this is a partial list, and you should be asking a lot more—like budget, potential objections, etc.—but the three above are crucial.

For Demos:

After you have presented the demo, you need to know:

#1 “I know I’ve given you a lot of information, what questions do you have for me at this point?”

#2: “Based on what we just went over, does this sound like it would be a fit for you?”

#3: Is this something you’re going to recommend to (their boss, the committee, etc.)?

Now, again, this is an incomplete list, obviously, but these are three crucial questions you should always be asking.

Are you?

If not, incorporate them into your sales process today, and you’ll become more confident as you learn about the true buying motives and potential objections from your prospects and clients.

If you’d like a more comprehensive list (like over 500 scripts and questions), then click here.

Remember, if you’re pitching and not asking questions, you’re not learning what it’s going to take to help someone buy 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
Get Access Today

Overcome Call Reluctance Today!

by mike

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls?

I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free. 

In fact, after I adopted this approach, I actually looked forward to making calls! Imagine that….

The secret is that you have to simply adjust your attitude and expectation about making calls.

Let me explain:

If you’re like most sales reps, then you hate making calls because you’re either afraid of being rejected, or you’re are afraid you’re going to mishandle a call and so lose a good lead.

Well, here is the adjustment you need to make:

First, expect that you will get objections and that most people will reject your offer. That’s just the way it’s going to go. Think about it: Not everyone you speak with is going to be a prospect or a deal, are they?

So, a better attitude is to welcome a no.

That’s right. Expect that the vast majority of people you reach out to are going to tell you no. It’s all right!

In fact, the more people who tell you no, the closer you’ll get to the people who will eventually tell you yes. That’s true, isn’t it?

Once you adopt this attitude, the fear of being told no will fade.

And regarding fumbling a good lead—my experience is that if a prospect is interested, then they’ll speak with you. And believe me, you’re not so bad that an interested buyer will be put off by you, so don’t worry!

Instead, just use a good script, remember to ask questions and truly listen to their replies. If you do this, you’ll connect with loads of wonderful people who will buy your products and services and become happy clients.

Like my first sales manager used to say: “There’s nothing to it but to do it.”

So, put a smile on your face, roll those numbers, and thank all those uninterested prospects who get out of your way with a no.

Just remind yourself that you’re that much closer to a deal.

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
Get Access Today

Two Great Questions for 2021

by mike

Welcome back to your home office; how do you feel?  Overwhelmed?  Under pressure already? 

If so, then you’re not alone. Most company’s sales teams are under immediate pressure to begin accomplishing their new goals and sales targets for 2021. 

As you speak with your clients and prospects this week, it’s helpful to realize that they are all feeling this same pressure also.

While this may seem like a bad thing, it can actually present a great opportunity for you. Here’s how I handle the companies and contacts I speak with in January. I encourage you to adapt this approach to your products and services as well.

After talking briefly about the holidays and new year’s celebration, I always start with question number one:

“So ________, what are the top 3 initiatives for your department this year?” 

Then I hit mute and take notes. 

If they need a little help here, I use layering questions like:

“What was your revenue like last year?”  Or,

“What percentage increase are you asked to produce this year?”  Or,

“What are you doing differently to accomplish this?”

“What do you think is most needed for you to succeed at that?”

After I’ve listened and asked layering questions and taken notes on the three initiatives, I ask question number two:

“And how can I help you accomplish that?”

Once again, I hit the mute button and take notes. 

If I get an, “Ah, I don’t know,” then I once again use layering questions like:

“Have you heard of our new ‘On-Demand Inside Sales Training Program’?” 

Or I ask a good assumptive question like:

“How much of a budget do you have per quarter for sales training?”  Or,

“How big of a role do you think increased sales training is going to play this year?”  Or,

“If you could wave a magic wand and get three resources to help you accomplish your goals, what would they be?”

I’m sure you can come up with a few of your own questions here, but you get the idea. 

The point is to ask questions and to LISTEN to your prospect’s response. If you respect the pressure they are feeling and truly offer a way to help them, then they will engage with you—and many will even put you to work for them….

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
Get Access Today

Our Award-Winning Article

by mike

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
Get Access Today

Most Popular Post of the Last Two Years

by mike

If you prospect by phone for a living, then you’re no stranger to rejection. If you don’t learn to feed on it, to use it as fuel to motivate you to make more calls, then it can be rough going.

It’s no wonder that the most liked blog post I’ve put out over the last two years deals with a proven way to overcome the rejection and the objections you get while cold calling.

If you happened to miss this post, then here is another opportunity to learn and begin using a proven way to deal with the common brush off: “We are all set.”

Enjoy and happy holidays!

There are many variations of the “We are all set” objection. These include things like:

“We are okay with our present system.”

OR

“We’ve already got a company that handles that.”

OR

“We’re fine for right now.”

As you can see, these are all basically the same, and, more importantly, they aren’t objections—rather, they are initial resistance statements or blow offs. Essentially, they are saying something along the lines of, “I’m not interested in being pitched right now, please go away.”

Now here’s the thing: because this is simply resistance and not an objection (it’s not an objection because you haven’t pitched your product or service yet. It’s like when you walk into a department store and the sales rep asks if they can help you and you blow them off with, “I’m just looking.”) Again, “We’re all set” is not an objection, it’s just a blow off.

The key to handling resistance is NOT to try to overcome it (remember it’s not an objection), but rather you simply want to bypass it and attempt to engage and qualify. 

With that in mind, here’s how you handle the “We’re all set” blow off or/and any of its variations:

“We’re all set”

Response One:

“That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Let me ask you…” 

Now ask an engaging qualifying question….

Response Two:

“Most companies I speak with are ‘all set’ and that’s why I’m reaching out to you now – I want to give you an option for the next time you’re in need of this. Let me ask you…”

Again, as an engaging qualifying question….

Response Three:

“No problem. Let me ask you: the next time you’re in need of this, what’s number one on your wish list?”

Response Four:

“I understand; I didn’t expect to catch you in the market right now. Instead, let me get an idea of your perfect profile, and then I’ll send you some information you can keep on file next time you need this….”

Now re-engage by asking a qualifying question.

Response Five:

“Got it. Let me ask you: the next time you are in need of this, are you the right person to speak to about it?”

If yes, then qualify them for that next time—especially asking about timeframe, budget, etc.

Response Six:

“Understand, and let me ask you: When is your next buying season for this?”

Then keep the conversation going by asking an additional qualifying question.

Response Seven:

“That’s fine; I totally understand. And let me ask you—the next time you are in the market for this, how many companies are you going to reach out to?” 

And then ask how you can become one of them, what their budget is, who the decision makers are, etc.

Response Eight:

“No problem. What you might find helpful is to know about our special pricing and the additional services we provide. Did you know that…?”

Then pitch one or two things you do that others don’t—and use a tie down!

Response Nine:

“I’m glad you said that. What I’ve found is that those companies who are already using a vendor for this are surprised to learn that….”

Give them a shocking statement about how you’ve just been rated number one, or that you give free delivery, etc., something that will peak their interest…

Response Ten:

“No problem. Could I be the “next in line” company you call the next time you’re in the market for this?”

If yes,

“Great, let me get your email and send you my info…”

Then:

“And just out of curiosity, what would have to change for you to even begin looking at someone else?”

Look for an in here…

So, there you have it: ten new ways of handling this age old blow off.  Just remember, your goal isn’t to try to overcome this—rather, it’s to sidestep this resistance statement and get information you can use to create value and continue the conversation.

If you found these rebuttals helpful, then how would you like over 500 more word-for-word rebuttals for all the objections you face each and every day?

Power Phone Scripts is the number one, best selling book of phone scripts in the world! Gift yourself—and your team—a copy of this powerful book, and watch your confidence and results soar in 2021!

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
Get Access Today

I looked It Over and We’re Not Interested

by mike

I’d like to revisit an objection and give you, once again, the scripts to deal with it.

I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back.

Here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…

Response #1:

“I understand, and that’s perfectly OK. At first a lot of people I speak with don’t fully understand all the ins and outs of this and that’s why I’m here. Before you make a decision though, let’s do this. It will take just a couple of minutes to explain how this might help you, and if, after you understand it, you still think it’s not for you, we’ll part friends. Do you have that information handy?”

[Must end by directing them to take an action…]

Response #2: 

“I didn’t expect you to be interested; heck, our marketing department hasn’t yet figured out a way to get our prospects to call us back—and that’s why they hired me! 

But seriously, {first name}, this (product/service/investment) has some great features that aren’t readily available in the (demo/material/information) I sent you, and it’ll only take a couple of minutes to find out if they would be a fit or benefit for you. 

Tell you what, do yourself a favor and spend a few minutes with me to find out how and if this would be right for you. Grab the information/quote/brochure and let me cover a few things – do you have it handy?

Response #3:

“I understand, and believe me, I get that a lot. In fact, some of my best clients said that at the beginning as well. But I’m sure you’d agree that any decision you make, whether it’s a yes or a no—and I can take either one—is best made once you understand all the facts, isn’t that right?

Well {first name}, I’m here to help you learn those, so do yourself a favor and grab that information, and let’s briefly go over it. If at the end it’s not for you we’ll part friends. Do you have it handy?”

Now, take some time and reword them slightly to fit your personality, your product or service. Then get in the habit of using them over and over again. What you’ll find is that more and more prospects will actually let you pitch them, and some of those will buy!

If you found this article helpful, then you’ll love my Completely Updated and Revised eBook, “The Complete Book of Phone Scripts.” Now over 200 powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money!

Visit: http://mrinsidesales.com/products/complete-book-phone-scripts/ and find out why Jeffrey Gitomer, Brian Tracy, Tom Hopkins and many others recommend my ebook of Phone Scripts! Download it now and be a better sales professional by this afternoon!

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
Get Access Today

Are You Still Asking: “Is this a good time”?

by mike

The debate of whether to open your calls asking, “Did I catch you at a good time?” or “Is this time still good for you?” (for presentation call backs), is alive and well—unfortunately.

I still receive emails asking me whether to ask this or not. Some swear by it, while others never use it.

So, should you, or shouldn’t you?

I’ve been making calls—both prospecting calls and closing calls—for a long time. In fact, I still make them today. And in my experience (note I said experience, not theory), the answer is clear. What you should do is this:

Never ask if it’s a good time to have a conversation with a prospect or client. Instead, follow this approach:

Always greet your prospect: “Hi {first name}, hope your day is going well….” (or other opening you like).

And then listen carefully not only to how they respond, but, more importantly, to how they respond. Then ask yourself:

“Is this person happy to hear from me?”

“Does this person sound rushed?”

“Do they sound upset that I’ve interrupted them?”

“Are they unhappy they picked up the phone now have to talk to me?”

Or, rather:

“Do they sound relaxed?”

“Are they willing to engage—did they ask me how I’m doing?”

“Is there a smile in their voice?” (Or a frown?)

In other words, rather than ask if you caught them at a good time, listen to their voice and to how they answer the phone to see what their mood is. If you actually listen, you can always tell.

Then, regardless of what they say, acknowledge what you know to be true: they are busy! So let them know you respect their time and open your prospecting calls this way:

“I’m sure you’re busy, so I’ll be brief….”

And then engage quickly and ask them a question as soon as possible so you can give them an opportunity to tell you whether they have the time to speak to you or not.

For presentations where you’ve made an appointment, don’t ask if this is still a good time for them! You’ve made an appointment in advance, and if you’ve truly qualified them, they are expecting your call and should be ready for it.

For these calls, you open this way:

“Hi {first name}, how’s your (Tuesday, etc.) going?”

[Listen here and respond accordingly.]

“Good to hear. Well, {first name}, I’m excited to speak with you today, and I know you’re going to love…”

And then get engage and begin your discovery (second discovery!).

And, as always, don’t take my word for it, try it yourself. Your own experience will verify what I’m telling you.

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
Get Access Today

A Better Way to Follow Up

by mike

Photo Credit: gambelino.com/my/

If you begin your follow up calls like this:

“Hi, I just wanted to see if you read the email I sent you?”

Then you’re going to want to read this post all the way through and adopt a better practice way of opening your follow up calls.

Couple of reminders before we begin:

#1: Sales is a set of recurring situations you get into over and over again. If you want to get better at making more sales confidently, then you have to learn better ways of handling those recurring situations (like follow up calls!).

See here for over 500 better ways to handle the situations you run into day after day.

#2: Practice doesn’t make perfect. Oh, I know, you’ve heard it for years, but it’s simply not true. Especially in sales.

Practice only makes permanent.

That’s why many sales reps don’t get better! They encounter the same selling situations over and over again, and they ad-lib and practice poor selling techniques over and over again.

And guess what that results in? Permanently bad responses—like the one above…

Solution? Use this response on your next follow up call and watch your confidence—and results—soar!

“Hi ________, this is ______ _______ with XYZ company again, how have you been?

“Great! It’s good to connect with you again. You may recall we spoke a few weeks ago and you asked me to send you an email about what we offer. I’m sure you’ve read through that, and I was wondering what products in there caught your attention?”

That’s it. Assumptive, on the money, and it leads into your pitch.

If they say, “Ah, I didn’t read it yet…”

You say, “No worries! I’m happy to point out a couple of things to you—can you pull that up? It’ll only take a second…”

You see how this goes.

Point is: follow up calls are a repeatable selling situation. Learn and use a better approach to get better results.

It’s that’s simple.

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
Get Access Today