“Can You Email That to Me?”

What’s the number one blow off prospects use these days?

“Can you email something to me?”

If you think about it, that’s the perfect stall. They aren’t saying no, and it implies that they’ll talk to you later…

Unfortunately, later becomes never, as chasing down busy professionals—especially people who now don’t want to be followed up with—becomes nearly impossible.

The solution? Be prepared with a good script and a good strategy. The one I like most is to prepare an initial email in advance (it can be generic or it can include an initial quote of services) and have it ready to send at a moment’s notice.

And then when a prospect blows you off with, “Can you email something to me?” use the following script:

“I’d be more than happy to do that – where would you like me to email that?” 

[Take their email down and then email them your information right now.]

“O.K., it’s on the way to you. What I’d like to do right now is take just two minutes to get an idea of what’s important to you, and then I can direct you to that part of the information when you get around to it.  Let me ask you:

“How do you get involved in ordering/handling/working with the XYZ?”

OR

“From a needs standpoint, how motivated is (your company/department/are you) to change/fix/replace/buy XYZ right now?”

OR

“What would you need to see in the information I just sent you for you to become seriously interested in making a change in how you’re handling XYZ now?”  

If you follow this strategy, then you’ll be ready to sidestep the email stall and get right into qualifying!

How great will that be?

Try this technique yourself and watch as you begin qualifying real buyers, or disqualifying those who just want to get you off the phone…


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

The Price is Too High—Best Technique to Use

Quick tip this week.

I worked with a client years ago, and he had a one-line rebuttal to the price is too high objection.

Whenever a prospect told him that, he simply asked:

“And besides price, what else is holding you back?”

That’s it.

Simple. Direct. And powerful.

This client understood that objections are generally smokescreens hiding other objections, so questioning it in this way immediately tells you whether it’s really price—or something else.

If they tell you that something else is holding them back, then you don’t have to address price right now.

If they say nothing, just price, you can begin closing. Something along the line of:

“And what were you willing to spend?”

OR

“Where would our pricing need to be for you to move on it?”

Any of these or others will do here.

The next time someone tells you they can’t afford it or your price is too high, use my client’s example above.

And let your prospect tell you where you need to go next…


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

Don’t Make This Mistake When Prospecting

I watched a sales rep making cold calls the other day.

He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it.

I contacted him and offered to do a complimentary coaching session with him to help correct this fundamental error. Prior to the call, I asked this sales rep to send over recordings, so I could play and point out exactly what he was doing wrong.

Here’s what it is: He was calling prospects and his pitch went like this:

“Hi, this is {first & last name} with {his company}, and I know you’re probably busy, so I just want to ask you a quick question to see if it makes sense for us to talk…

“If you could wave a magic wand and change two things about your online marketing, what would they be?”

The responses he got were generally negative, along the lines of, “Look, I’m in the middle of something right now and can’t talk to you…”

As you read this article, can you identify what the mistake in this approach is?

I told the rep the problem was that he wasn’t making any connection in the beginning and wasn’t allowing his prospect to engage with him at all. Instead, he was barging in on someone’s day and asking a question that required the prospect to stop doing what he was doing and then give a ton of information he probably didn’t want to give.

I said it was analogous to saying, “Hey, you don’t know me, but give me your time and tell me how to sell you.”

I also told him that my reaction as a business owner would have been, “Who are you, and how dare you ask me to tell you that!”

What was missing was the common currency of human interaction to set up the call. Plus, what was missing was a value statement of what might be in it for the prospect. I suggested he revise his opening to:

“Hi, this is {first & last name} with {his company}, how’s your day going?”

[Wait and respond accordingly—engage!]

“{first name}, I know you’re probably busy, so I’ll be brief. The reason for the call is that we provide affordable SEO services to small companies like yours so you can have a big footprint on the Internet and drive more qualified leads.

“Would you mind if I asked how you go about doing that right now?”

Note: this is just one of many different qualifying questions I would ask based on how they sounded to me. The point is to 1) Make a connection first, 2) Give the reason for your call—your value statement, 3) Ask an appropriate, quick qualifying question. This is the best practice approach.

After our coaching session, I received an email the next day from guy. He said he listened to the recording of the session several times and something clicked. He told me that he attends many face to face networking events, and he realized he would never use his phone prospecting script with anyone in person. It would be inappropriate and even rude!

Instead, he said, he would make conversation first, connect and interact with someone. He figured it would probably be true in sales over the phone as well. It told him that was the perfect analogy! I couldn’t have said it any better.

So, for all you inside reps and companies that are making outbound prospecting calls, just ask yourself: Would your technique work face to face? If not, then change it so it would. You’ll do much better when you do.


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

Inbound Leads: Slam Dunks or Looky-loos?

What is a sales person’s dream? An inbound lead.

Someone has found your company, responded online or sent an email, and wants to know more about how you can help them.

A slam dunk deal, right?

Not so fast…

If you’ve been fielding inbound leads for a while, then you’ve probably noticed something: Not all inbound leads buy.

But how can this be? Didn’t the prospect reach out to me? Shouldn’t he/she be a deal?

Many sales reps today still make the mistake of taking “implied interest” in your company or service, to mean someone is interested, qualified, and ready to buy.

The way to capture a deal in this situation—if there is one—is to treat an inbound lead like any other: you need to qualify them.

Here are a few questions that will help you separate the slam dunks from the looky-loos:

“Thanks for reaching out to us today. Tell me, what motivated you to contact us?”

And

“I’m sure you’re looking at other companies, just out of curiosity, what is most important when choosing a company for this?”

And

“Who, besides yourself, is involved in making this decision?”

And

“After you’ve found the company that you think is best for you, what is your timeline for purchasing this?”

The next time you get an inbound lead, make sure and ask the questions above. It will help you decide who to spend your time with, versus who to let go of. And knowing that will save you a lot of aggravation later on.


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

Happy With Who We’re Using

This blog post is for those of you who haven’t purchased and read any of my book of scripts yet (what are you thinking? 🙂 )

For those of you who are prospecting, this objection, “We’re happy with who we’re using,” is something you most likely encounter often.

The question is: what do you say to it?

This objection—like all others—is a perfect one to script an effective response to, and here is one of my favorites:

Objection: “We’re happy with who we’re using” (Or any variation like, “We’re all set”):

Response: “That’s perfectly OK; I didn’t expect you to be in the market today. In fact, because you already have someone, this is the perfect time to compare prices and services with other vendors. That way, when you do have a need to look elsewhere, you’ll have a solid option already vetted.

“Let me ask you this….”

And then use a qualifying question regarding what they use, how often they order, etc.

Bonus response:

“No worries, I’m not going to sell you anything today. Instead, I simply want to give you some information so if things change—and let’s face it, they change all the time—you’ll at least know who to reach out to.

“Let me ask you this….”

Again, use a qualifying question regarding what they use, how often they order, etc.

If you would like eight other proven response, visit here.

Remember: throughout your sales process, you get the same seven to ten objections, stalls, and put-offs over and over again.

Want to be a top producer? Then stop making up an answer to them, and “ace” them by being prepared with proven scripts.


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 Learn Buying Motive

How is your first quarter turning out so far?

Closing lots of business and exceeding your quota? Or are you struggling to catch up and hoping for a strong March?

If you or your team is struggling, a cause might be a fundamental flaw that many sales teams suffer from: failure to understand—and pitch to—a prospect’s unique buying motive.

Let’s review the sales process briefly:

  1. Recognizing all buyers of products and services have specific needs (buying motives) they are looking to fulfill.
  2. Not everyone’s buying motives are the same. The best way to sell someone is to fully understand what their buying motives are and then to:
  3. Pitch to each buyer’s specific needs.
  4. Then, as you do, you use carefully placed tie-downs and trial closes to build a yes momentum that leads to the close.

That’s the essential process of sales. Of course, there are nuances and specific techniques to master the above steps at a high level, and that’s why you train…

But, let me tell you what I have found to be the major problem for teams and individual sales reps who are not making their numbers:

They never understand exactly what each prospect’s unique buying motive is, and so they just keep pitching, hoping that what they say will match up somehow with what a prospect wants to hear.

Two problems with this approach:

  1. Many prospects aren’t buying regardless, and so if you just keep pitching without understanding their buying motive—or worse, haven’t identified that this prospect doesn’t have a buying motive you can fulfill—then you’re wasting everyone’s time.
  2. If you have failed to understand exactly what a specific prospect’s buying motive is, then you won’t be able to speak directly to it, build the appropriate amount of value, and you’ll miss step 5 above and risk talking past the close—and yourself out of a deal.

How would you like one magic question that will reveal to you each prospect’s buying motive? Here it is:

“{first name}, let me ask you: what specifically are you hoping a (product or service) like ours will do for you at this time?”

That’s it! Now, listen carefully to the answer, and ask yourself honestly: Can your product or service give them exactly what they are looking for? If so, pitch directly to it. Use tie-downs to see if you’re getting closer to making a sale. Shift to trial closes mid-way through your close. And if you’re getting buy in, then assume the close!

This one question, combined with the 4-step process above, will elevate your close ratio and help your entire team make their quota.

Try it today!


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 Successfully Dealing with Influencers

Influencers are key to both getting through to decision makers, and to eventually making a sale. The question is: How do you properly qualify them and get them to influence the sale in your favor?

There are three keys to successfully dealing with influencers, and the better you understand and use them, the more success you’ll have.

They are:

Key Number One: Understand exactly how much influence the influencer has.

This may seem like common sense, but you’d be surprised at how many sales reps buy into the, “Well I need to present this to…” and don’t go beyond that to qualify the influencer’s role.

To avoid that, always both assume the influencer has a voice in the decision, and then qualify her/him for that.

Use:

“And how much influence do you have in the final say on this?”

OR

“What role do you play in the final decision?”

Learning how much influence they have is crucial to the overall sales process.

Key Number Two: Make sure your influencer is sold on what you’re offering.

If it’s true that the influencer has to show this or present this to the decision maker, then they had better be sold on it themselves, right?

Use:

“Do you personally think this is something that would work for your company?”

OR

“If the (committee, boss, etc.) asked you what you think, what would you say?”

AND/OR

“And from what you’ve seen, is this something you’d recommend to the (decision maker)?”

Key Number Three: Attempt a trial close.

If they buy in to your question that they are going to recommend it, then ask:

“And do they usually go with your recommendation?”

If you get buy in here, then you can either:

  1. Set up a meeting to pitch the decision maker.
  2. Set a follow up call after they have pitched the decision maker.

Either way, learning how to do a better job at dealing with the influencer will go a long way to controlling the sale, and making more of 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

Building Value during the Price Objection

How many times have you been told to build value when you get the price objection?

Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? 

Want a better way?

Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust. 

What often makes the difference is your enthusiasm and belief in your company and what you’re selling.

Recognizing this, I often use the following script to not only build value in my product or service, but also to build value in the most important part of my product—myself. 

Here’s what to say:

If your prospects say, “I can get cheaper,” or “Well the XYZ company has something similar for less money,” or anything like that, say:

“You know _________ I’m aware of all the other options for this (product or service) and I’ll tell you now, if I thought any of them were better for my clients, I’d be working there and selling those.

“When I got into this industry I did my own research, just like you’re doing now, and I looked for the company that not only offered the best (product or service) but also delivered the best customer service and follow-up. 

“And these are the things you look for as well, right?”

“And after all that, I chose (your company) because they give my clients the best overall value and the best experience. And that means my clients continue to do business with me and refer new business to me as well.

__________, if there was a better product or company for you to do business with, I’d be there selling it. But there isn’t.

“Bottom line—if you want the best overall value, the best results and experience with this (your product or service) then do what I did—choose (your company)—you’ll be happy you did. 

“Now, do you want to start with the X size order or would the Y size order be better?”

This technique builds value in the most important part of any sales transaction—you and your belief in your product or service. 

[BTW: If you didn’t do research into competing companies, then let the prospect know why you did choose your company and what you like so much about working there and offering that product.]

Adapt this script to fit your personality, product, and company, and then get in the habit of using it whenever you feel the need to build more value.

Want 500 more word-for-word scripts? Click 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

Three Scripts to Handle: Email Me Something….

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection?

Believe it or not, over 90% of sales reps do just that.

But top producers are prepared for this common stall/blow off, and they know how to qualify past it. And after learning and using the scripts below, you will, too!

Script #1:

Make sure and 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 weren’t going to open your email anyway. If they will, however, then you know there is a legitimate chance they are interested.
  2. Open the email when they get it. This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle.
  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 aren’t buying!
  4. Allow you to set a definite follow up appointment.

Script #2:

“I’ll be glad to send you an email, but we have several products to offer you, and I just need to ask a quick question, so I know which email to send.

“Let me ask you…”

And begin qualifying!

Script #3:

“I have a better idea: Rather than clog up your email with something you may not even be interested in, let me briefly describe what we have, and you can honestly tell me if it’s something you’d be interested in, OK?”

And then wait to see if this is a real prospect or not.

Believe me, all of these techniques are better than sending an email and then being ghosted for the next month as you try to get them on the phone again!

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

Five Scripts You Need to Know by Heart

In my book, Power Phone Scripts, I talk about the secret of sales.

Yes, there is an actual secret to successful sales, and by following it you not only will overcome failure and frustration, but you’ll make more money, so much more easily, that sales will actually become fun.

Think of that.

And the secret is to be prepared for the recurring selling situations, blow offs, objections, and situations you get 80 to 90% of the time.

All top producers know automatically how to respond to objections like:

“I need to think about it.”

“I already have a supplier for that.”

“We’re not interested.”

And many more.

Here is a quick “cheat sheet” of five scripts/responses you need to print out, study, memorize, and use when you get in the following situations:

“I need to think about it.”

Response:

“That’s perfectly fine—I like to think about things too, of course. Quick question for you if you don’t mind: Are you going to be thinking about the budget for this, or whether or not to even do it?”

“I already have a supplier for that.”

Response:

“Of course you do, and that’s great. I’m not looking to replace them just yet; instead, I just want you to have other options in case things change and you have to start looking elsewhere. Let me ask you…”

Go back to your qualifying questions here and try to engage them.

“We’re not interested.”

Response:

“No worries—you’re still entitled to this information in case something changes for you in the future. Let me ask you: how much (of your product or service) do you currently use on a monthly basis?”

Two things here: #1) You’re trying to engage them and see if they’ll answer your question, and #2) You’re qualifying them for your product or service as well.

“I just don’t think this is for us.”

Response:

“You know, I love to learn. Do you mind if I ask why not?”

And number five may be familiar to my regular readers, but even for you, I have to ask: How often are you using it?

For any objection, stall, or comment you get and don’t know how to respond to, ask this:

“Oh?”

And then hit your mute button and let your prospect tell you how to sell them.

Again, print these out, memorize them, and use them when you get any of the above recurring objections.

If you’d like over 500 more word-for-word scripts, then invest a few bucks in yourself and get a copy of my book: Power Phone Scripts.

Being prepared is the fastest way to double and even triple your 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