Tag: Phone Script

Don’t Be Afraid to Call Back Sooner!

by mike

Happy Halloween, everyone!

If you want more “treats” than “tricks” when dealing with prospects, then be bold and call back sooner than you are now.

I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss all the sales this prospect will place in the meantime?

The smart thing to do is to get a specific idea of when your prospects buy and even ask them when their buying schedule is. Try:

“How often do you find yourself needing these?”

OR

“I’m happy to call you back at the end of this week—do you think you’ll have some clarity over your needs by then?”

OR

“I don’t want to bug you, but I do want to be there for you, so would it be best to call you in a week or would two be better?”

OR

“When would be the best time for me to follow up with you?” (And then call them two weeks before whatever date they give you!)

The bottom line is that most sales reps simply don’t have any idea of when they should follow up—because they never ask!

The next time you have someone on the phone, don’t assume a month or two or three is the best time to follow up. Ask them and follow up sooner than are now!

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

My Favorite Closing Line

by mike

I was giving a training today and emphasizing the importance of directing the sale, assuming the deal, and leading the prospect through the close.

As I did, I reminded the team of closers of my very favorite closing phrase, and one that has literally made me millions of dollars in my career.

When you get to the reason to place the order now, or purchase your product or service, what’s important is not to ask if they agree, or if they have the budget, or anything like that.

Instead…

What you do is end your close with, “Here’s what I recommend we do…” and then suggest the order.

If you want to take it even further, you can say, “Here’s what I recommend we do. Since we’ve got just five left right now, I’ll go ahead and ship them to you while we have them. That way, you’ll have them on hand when you need them. Where would you like me to ship these to?”

Do you see how I combined the, “Here’s what I recommend we do…” with a buying/assumptive question, “Where would you like me to ship these to?”

This is the ultimate way to assume the sale.

But let’s back up to that initial order phrase: “Here’s what I recommend we do…” There are many variations on this, like:

“Here’s what my best clients are doing right now…”

“My biggest clients are thinking ahead and they’re….and I recommend you do the same…where should I ship these to?”

“Smart companies are picking these up now, while they’re available, and not waiting until they go on back order. Here’s what I recommend you do…”

You see how this goes. The point is: if you want to dramatically increase your number of sales, then take the prospect all the way through the sale by leading them to the buy action.

It’s surprisingly effective and once you get in the habit of doing it, you’ll wonder why you never thought of it before!

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