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

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

A Better Way to Follow Up

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

How to Overcome the Email Stall

What do you say when you get this stall while prospecting?

If you’re like many sales reps, you accept it and become a willing participant in the follow up chase 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 more before they speak with you.

There is an easy way to find out:

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 then send it!

Right then!

Simply say:

“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.

“In the meantime, let me ask you…”

And then ask a qualifying question. The point here is whether or not your prospect will:

  1. Give you the time to speak further with them. (If not, they may be busy and that’s OK—schedule a time to speak later that same day!)
  2. Open the email. (This tells you your prospect has time now and has an interest).
  3. 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 weren’t really interested to begin with).
  4. Allow you to set a definite follow up appointment. (Which is fine—and at least you know they got your email! And remember: Go for a time later that same day!)

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 then begin the cat and mouse game.

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!


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

One Question to Close More Demos

How many of you hold your breath at the end of your demo?

Wondering if the prospect is sold and/or what they’re going to do next?

If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling…

Remember: You can’t close an unqualified lead.

Yet that’s still what many sales reps and teams are trying to do.

Each of your demos (presentations) should begin with a series of brief qualifying questions. And the most important one is:

After you’ve asked the other qualifying questions (for a full treatment of this subject, see my book, Power Phone Scripts), you should end with this question:

“And last question: if, at the end of this presentation, you find that this is the exact solution you are looking for, what would your next steps be?”

Here’s an alternative:

“And the last question, if, at the end of this presentation, you feel this will work perfectly for you, what is your timeline for putting this to work for you?”

Simple, yet powerful question, isn’t it?

And wouldn’t you rather know now rather than wait and worry until the end?

Knowing what your prospect is thinking in advance eliminates the surprise of the inevitable stall at the end, and it also gives you the leverage you need to tailor your presentation, build value, get buy in, and of finding ways of working together sooner.

Try this today and this week during the beginning of your demos and listen to how your prospects respond. You’ll be more in charge, and you’ll become a better closer as a result!


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

3 Easy Ways to Better Listening

When you open your mouth, you close your ears.

We all know the importance of listening to our prospects and clients, so why are we doing so little of it?

Simple—salespeople love to pitch, to tell prospects of all the features and benefits, and to find the one selling point that might make the difference.

But speaking so much just turns people off—and besides, it’s easier to ask a prospect what they want and then to listen as they tell you…

Here are three easy ways to listen—and so learn—what your prospects really want:

#1) Hit your Mute button after you ask a question, or whenever your prospect starts speaking.

No, you don’t have to utter an “uh-huh,” or “right,” to evidence you’re listening. That just distracts them.

Mute, shut up, listen and learn. Try it.

#2) Write down key words or phrases your prospect uses.

Have a pad and pen handy and make it a habit to jot down words or unique phrases your prospects or clients use.

Then feed these back to them.

This practice is perhaps the best way to make you an active listener.

#3) Encourage your prospect and clients to keep talking.

Once a person has stopped talking, use any of the following phrases:

“What else is important to you?”

“Besides that, what else can you think of?”

“Why do you say that?”

“Go on…”

“Oh?”

And then once your prospect/client resumes talking, hit your Mute button and take notes!

Remember, when you open your mouth, you close your ears.

Use these 3 simple methods to close your mouth and open your ears.


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

3 Ways to Handle: “I Don’t Have Time for the Presentation”

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following:

This isn’t a good time, OR

I’ve got another meeting in 10 minutes, OR

“How long will this take?” OR

What to do? First, understand what’s happening here:

Remember the law in sales: Leads Never Get Better! 

If you sent out the hottest lead ever, a “10” on a scale of 1 – 10, when you call them back, have you ever noticed that now they’re about a “7”? 

And, since many sales reps don’t qualify thoroughly enough, most of the leads they stuff into their pipeline are made up of 6’s and 7’s. 

And you can imagine how they are when reps reach them.

So, expect that your leads are going to drop in interest and receptiveness when you call them back, and then be prepared with a best practice approach to handling them. 

Rather than set another time to get back with them—thus letting the prospect off the hook—try the following:

Response #1:

“Sure, I can take as long or little as you need.  Let’s do this: why don’t you tell me the top three things you were hoping to learn about this, and I’ll drill right down and cover those areas for you.  What’s number one for you?”

[This response will get them to reveal what (or how much) interest your prospect really has.]

Response #2:

“No problem. Our presentation is pretty in depth, but I can do this. Go ahead and tell me two things that are absolute deal breakers for you, and I’ll see if we pass the test. And then if we do, we’ll schedule some more time later to go into detail on how the rest works, fair enough?”

[This response is designed to get them to reveal what possible objections they have.]

Response #3:

“In ten minutes, I can show you some things that will help you determine whether or not you’d like to spend more time with me later. In the meantime, let me ask you – what would you need to see the most for this to work for you?”

[This approach cuts to the chase and acts like a mini trial close. Try it: you’ll be surprised by what you hear.]

Bonus #4:

“I understand, we’re all busy. Let me just ask you: has anything changed from when we last spoke?”  (Now REALLY listen…)

[This is the approach to use if you hear in their tone that they have completely lost interest—or won’t set a follow up call with you.]

As you can see, the responses above are all aimed at getting your prospect to reveal to you both their level of interest and what it is going to take to sell them – or whether or not they are still a good prospect for you.

Have some fun with these; customize them to fit your personality or the personality of the person you’re speaking with.

Find your favorites and then, as always, practice, drill and rehearse until they become your automatic response when your prospect tells you they don’t have time for your presentation. 


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

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

How to Handle: “We’re happy with who we’re using…”

Looking for a quick and proven way to upskill yourself or your team during the summer months?

Check out the bestselling book of phone scripts: Power Phone Scripts

You’ll get over 500—yep, 500!—word-for-word, proven scripts to help you sell more with less effort and less rejection!

Here is a sample taken right from Power Phone Scripts that teaches you how to deal with an objection you probably get often: “We’ve already got a supplier for that.”

Variations are things like:

“I’m happy with who were using”

OR

“We’ve been doing business with our current supplier for a long time…”

AND

“My (brother/relative/friend) handles that…”

While all these objections or stalls may seem insurmountable, they aren’t! All you have to do is be prepared for them with a proven script and rebuttal. And you’ll find those below. Let’s start with:

Objection: “I’ve been doing business with my current supplier for a long time…”

Rebuttal:

“How long has that been?”

Layering question:

“And has it been that long since you’ve compared prices and services with another provider?”

OR

“You know, a lot has changed in that time; it sounds like this would be a good time to at least get another opinion/quote of services just so you know that you’re not only still getting the best deal and service, but also so you’ll know who to reach out to should you need additional help.

“Could I at least do a no cost/no obligation comparison quote for you?”

If your prospect says yes, then there’s an opportunity here and you’ve uncovered it.

How to Handle, “My supplier is my friend/brother/long term relationship, etc.”

This is, at first glance, a seemingly difficult objection to overcome—and sometimes, if it’s true, won’t be overcome right away. There are, however, ways to position yourself to earn some of the business either now, or to be the preferred vendor they reach out to when they consider making a change. 

The way to do this effectively is to be prepared with proven scripts.  Let’s take it one at a time:

Objection: “My supplier is my friend.”

“I understand, I also do business with people I consider friends as well.  Tell me, how long have you been doing business with him/her/them?”

Layering question:

“And who were you doing business with prior to them?”

Layer:

“And when was the last time you did a comparison with another provider?”

[If never or a long time]

“Well then, it’s a good idea to at least get another opinion/quote of services just so you know that you’re not only still getting the best deal and service, but also so you’ll know who to reach out to should you need additional help. 

“Could I at least do a no cost/no obligation comparison quote for you?”

If your prospect says yes, then there’s an opportunity here and you’ve uncovered it. 

If they say no, then simply use the “Next in Line Script,” found in Power Phone Scripts.


Objection: “My supplier is my brother/relative.”

 As above, your first job is to question and explore this objection. 

Use:

“Hey that’s great.  As you know, doing business with relatives can have its upside and downside, how’s your experience been?”

[If great]

“That’s good to hear.  Just out of curiosity, how long have you been doing business with them?”

Layer:

“And who did you use before that?”

Layer:

“And what did you like about doing business with a non-relative that you miss now?”

[Regardless of what they say, Layer]:

“Well then, it’s a good idea to at least get another opinion/quote of services just so you know that you’re not only getting the best deal and service, but also so you’ll know who to reach out to should you need additional help.  Could I at least do a no cost/no obligation comparison quote for you?”

If your prospect says yes, then there’s an opportunity here and you’ve uncovered it. 

If they say no, then simply use the “Next in Line Script.”

If you want to sell more, with less rejection, then invest in 500 scripts that will change your career.

Get Power Phone Scripts 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

A Reminder to Isolate the Objection

Want to make dealing with objections easier?

Then remember to always use the powerful technique of isolating the objection instead of answering it…

I can’t tell you how many recordings I listen to each week where sales reps are still struggling to deal with objections because they insist on trying to overcome them.

It’s a lot of work.

Not only that, but after you’ve given your response, have you ever found that your prospect just comes up with another objection?

Example: Your prospect says that it costs too much.

You then say that you can drop the price. (A bad answer in and of itself, but not the subject of this blog post.)

Your prospect then says that they have to talk to their boss…

You see how this goes.

If you want to stop working so hard, and if you want to know what the real objection is, then isolate the objection instead of trying to overcome it!

Here’s how:

Prospect says, “It costs too much.”

You reply with, “I understand. Let me ask you this: If the price was more in alignment with what you wanted to pay, is this something you would take advantage of?”

Simple.

Your prospect then either says “yes,” and now you can negotiate price, or, they say, “well, I have to talk to…” and you now know that price isn’t the objection at all.

Another example of isolating the price objection:

Prospect says, “It costs too much.”

You reply with, “In addition to cost, what else is making you hesitate today?”

You get the idea.

The bottom line here is that you want to know what else is stopping your prospect from moving forward. 

And you want to do this before you go charging off and chasing their “smokescreen” objection.

One last thing: You may have heard of this technique before, but when was the last time you used it?

If your answer is “not recently,” then pull yourself together, and start using this each and every time you get an objection.

You’ll be amazed at how much more successful you are at closing sales.

And how much easier it is as well.


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.


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