So many times our prospects aren’t really interested, but they either don’t know how or won’t come out and tell us. Instead they will say things like, “Go ahead and send me the (information, brochure, demo) and I’ll take a look.” Or, “Put that quote in writing and send it to me.”
When a Top 20% closer hears this, his/her first thought is, “I don’t have the time to do that, and I especially don’t have the time to follow up with an unqualified lead.”
Here’s how they handle it and how you should, too:
Put off #1: “Go ahead and send me your information.”
Your response: ” I be happy to, and if you like what you see would you be ready to place an order?”
OR,
“Before I do, I want to make sure you’d be ready to act on it if you like it. Let me ask you…(qualifying questions on budget, decision-making process, etc.”
OR,
“Sure, and after you review it, how soon are you going to make a decision on it?”
OR,
“And what would you need to see to say yes to it?”
Put off No. 2: “Put that quote in writing and send it to me.”
Your response: “I’d be happy to, and from what we’ve just discussed, does it sound like you’d go with it?”
OR,
“Absolutely. How does this compare with the other quotes you’ve received so far?”
OR,
“Great. Based on the quote/price I just gave you does this sound like it fits your budget?”
OR,
“Be happy to, and after you get it, what happens next?”
Bottom line — the Top 20% don’t have the time for the brush off game. They’d rather know up front if the prospect were doing it or not.
And wouldn’t you?