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 the 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

One Question to Determine Buyers

How would you like to have just one question that will almost always positively identify a buyer?

Believe it or not, there is such a question, and it’s an easy question, but very few sales reps have ever thought to ask it.

Or, if they do know what that question is, they are afraid to ask it.

Why? Because it also identifies who is not a buyer—and they don’t want to hear no….

Okay: here’s the question:

“When are you looking to make this decision?”

OR

“When are you looking to get (your product or service)?”

Yep! That’s it.

Buyers know when they are going to move, while shoppers don’t. Shoppers don’t have a timeline, and without a timeline, there is zero urgency.

Which means: you aren’t closing that deal anytime soon.

Regardless of your industry, you can ask this question and identify a buyer.

In fact, spend some time right now to work this, “And when are you looking to make this decision?” OR “And when are you looking to move on this?” into your list of qualifying questions.

And, by the way, this is also a great question to open a close with!

Try it this week and watch your number of sales go up—while the time you spend with unqualified, non-qualified buyers, go down!


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 Pitch Multiple Products

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another.

Result? Stalled sale. “Let me think about these and get back with you.”

Sound familiar?

Luckily, there is a best practice around this and it is:

Stick with your main product or service, close that deal first, then circle back around and pitch the ancillary product/service. You can use the intel you got from your initial pitch to open up the upsell.

Something like, “You know, {first name}, the last time we spoke, you mentioned you had trouble with your XYZ. We have other clients in your situation, and they found our…very helpful. Can I ask you how you’re handling….”

And off you go!

The dangers with offering too many choices are you’ll often talk past the close. Not only will the prospect be confused, but you will be, too. Once you get to the end of your presentation, your offer will be muddled, and that will make it difficult for your prospect to make a decision.

In addition, often times other products or services bump up the dollar amount, and this often slows down decision making as well.

Note: There are two exceptions to this:

  1. While this rule applies in a general way (80% of the time), there are times when you should pivot and offer something that is more in alignment with what your prospect needs/wants. I’m sure you know when this happens.
  2. When a prospect is totally in and buying anything you’re offering. At that time, load them up! They are in “the ether” as we used to call it and the old adage, “strike while the iron is hot” applies here.

Your best practice, however, is to secure the deal on the product or service you’re pitching, then circle around for the upsell.

Another note: The best time to do that is right after they buy—don’t wait too long, as they’ll cool off and want to “see how it goes.”

So, simplify your offer, make it easy for your prospect to say yes, then circle back around with any upsells using the intel you gathered during your pitch.

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

This is the Secret of Sales

Imagine if there was a secret to successful selling.

Imagine if there was one concept, one rule you could learn and follow, and if you learned and applied this rule, then you would successfully be able to sell any product or service you chose to.

And not only would you be able to sell these products or services, but—if you learned and applied this secret—you would sell more than anyone in your company or in your industry.

In addition, you would also be able to sell more with less stress, less rejection, and sales would actually become, dare I say it?—easy.

As you know, selling and easy rather occur in the same sentence, but by learning and applying this secret, they will.

And here is the secret:

Sales is nothing more than a set of recurring selling situations that you encounter over and over again.

You get the same brush offs when prospecting, the same objections when closing, the same ghosting when following up.

Let me prove it to you: regardless of your product, service, or industry, do any of these selling situations sound familiar?

When prospecting, has a decision maker or influencer or office manager ever told you:

  • “Just email me some information.”
  • “We’re happy with who we’re using.”
  • “We aren’t interested.”
  • “I’ll have to check with my boss.”

And when closing a sale or presenting your product or service, how many times do you run into:

  • “That’s a bit more than we want to spend.”
  • “It’s just not the right time for us.”
  • “Let me think about it and get back to you.”
  • “I’m going to need to talk to the committee/boss/my partner, etc.”
  • “Can you email me more information?”

Now, I’ve never met many of you reading this right now, and I don’t know what you’re selling, but I’ll bet these cover 80% of the objections you get, right?

And that’s because selling is a set of recurring situations that contain the same objections, stalls, and you get them over and over again.

And therein lies the secret to successful selling:

Learn exactly what to say—in advance—of getting these recurring objections.

Now this may sound like a “duh!” moment but let me share another secret with you: 90% of sales reps don’t do this. Instead, they ad-lib, make things up, and use poor responses over and over again.

Poor responses that don’t work!

The answer?

Script out—in advance—two or three “best practice” responses to the recurring selling situations you get into all the time.

Practice, drill, rehearse these responses until they become your automatic way of responding.

Doing this will change your sales results, your day-to-day experience in selling, and ultimately your career and your life.

Your choice really comes down to: Struggle and underperform, or sell easily, confidently, and make more money than 90% of your competition.

If you choose the latter, then you can start with over 500 proven scripts you can adapt to fit all the selling situations you run into.

Get it here.

And start learning and practicing the secret to successful 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

One Mistake to Avoid When Pitching

Here’s a mistake I hear over and over again when listening to sales reps pitching or presenting their services over the phone: when they hear a possible objection or something negative from their prospect, they go into pitch mode.

It’s as if they think they just need to tell the prospect more, or list endless benefits and that at some point the prospect will say, “Ah, yes! That’s what I needed to hear!”

Sadly, pitching more when you hear a possible negative is exactly the wrong thing to so.

The right thing?

Stop and begin asking questions. Get curious. Dive into the possible problem area and find out why it’s a problem. How much of a problem it is. And, most importantly, learn how to deal with it—that is, if it’s even something that can be overcome.

Here’s the thing: the average closing rate is two or three deals out of ten prospects pitched. That means seven people aren’t buying!

So, if you’re talking over or past objections, then you aren’t learning how to deal with them. You’re certainly not learning how to overcome them. Instead, you’re practicing poor sales skills over and over again.

And that’s not how to get better.

You’ve heard that saying: “Practice makes perfect?”

That’s totally wrong.

Practice only makes permanent.

If you’re practicing poor selling skills day in day out, you’ll get really good at being…well…being a poor sales person!

Quickest way to get better: next time you get an objection or negative response, stop. Ask questions. And ask yourself is this is one of the seven prospects who aren’t buying. Or is it one of the three who will buy?

And then ask yourself what you need to say to sell them. And you’ll only learn that by being curious and asking questions.

Not pitching…


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

Less is More in Sales

Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!).

This is a problem.

And that’s because when your mouth is open, your ears are closed.

And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch.

The solution is simple:

  • Cut your pitch in half (or a quarter)
  • Learn to use current, non-salesy tie downs
  • Ask questions frequently of your prospect
  • Find and use the MUTE button to fully listen to their responses

Also, learn to use layering questions when you get answers you either don’t fully understand, or when you get an answer that makes you want to know more about their process, decision making, budget, etc.

Why do sales reps talk so much? Many reasons: nervousness, not wanting to hear no, lack of training, etc.,

What’s the solution? A good, tight, non-salesy script.

And not only a script—but one that you and your team adheres to.

A good script—and script playbook—changes companies and careers.

On the other hand, if you continue to ad-lib and make your pitch up, then you will continue to struggle, talk past the close, introduce objections, and, worse, keep talking…and talking…and talking.

In sales, less talking and more questioning and more listening is the key to success.

This week, look at the script your company gave you when you began working there.

Rewrite it.

Shorten it.

Intersperse it with tons of questions and tie-downs and opportunities to engage and learn more about your prospects.

Doing so will not only make your job easier, but it will make you more successful 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

3 Ways to Overcome Call Reluctance

Picking up the phone and making “cold calls” has never been easy, and this has prevented many reps from making the calls that can make them more sales and more income. Instead, reps these days tend to spend more time communicating on social media and sending emails.

Top reps still prefer to pick up the phone and have conversation, and this remains the best way to not only speak with someone, but to qualify them as well.

If you’re suffering from call reluctance, there is a way out! Simply follow these 3 proven ways to making calls easier, and confidently.

One: Avoid call reluctance by scripting out what you’re going to say and how you’re going to respond to the inevitable objections and stalls you’re going to get. Once you have, then read them into your smart phone and listen back to the wording and your delivery so you’ll internalize them.

This way, you will be able to pivot easily and naturally when you need to, and you’ll avoid sounded scripted. But having a best practice outline/script will give you the confidence to make the calls that will make you successful.

Two: Give your prospect time—as soon as you can—to respond to you. That means, you want to avoid opening with a monologue, and instead, state your value prop quickly and get to a question so they can interact. Something like:

“Hi ________, this is _______ _______  with _________ company, and I’m simply calling about our XYX. Quick question: How do you (or your company) use XYX?”

Three: Set a goal for the number of calls you’re going to make each day. Nothing motivates more than concrete goals, and having either a # of dials, or # of conversations, or, best of all, # of appointments a day will keep you smiling and dialing!

Bonus: The absolute best way to get better at making calls is by recording your calls and listening back to them. Make it a habit to listen to at least one of your calls every day! Doing so will help you identify where you need to improve—and how to do it.

There you have it: Three ways to overcome call reluctance. To get the most from these tips, combine all of them with a commitment to being the best in your company or industry. Remember: picking up the phone when those around you are sending emails, will put you way ahead of the pack. So, use these techniques to help you do just that!


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 Great Close You Should Be Using

How do you handle the following two big objections?

“Your price is too high.”

“I can get a better deal/rate/price using XYZ”

Arguably, these may be the two most frustrating objections sales reps get, and interestingly, there is one technique that works amazingly well—but few sales reps use it.

Instead, the vast majority of reps stumble when they get these objections, or worse: they lower their prices to try to compete.

The best way to handle this is to…

Isolate it! Just like you should do with most objections.

Here is the easiest way to do this:

Whenever you get either of the two objections above, simply respond with:

“In addition to price, what else is important to you?”

OR

“In addition to price, what else is holding you back today?”

Then hit that oh-so-important MUTE button, and let your prospect tell you how to sell them.

That’s it!

For those of you thinking this is too easy, I challenge you to use it for the next month each time you get this objection.

You’ll be amazed at what you hear—and how much further you can take your prospects…


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

Would You Spend $10.99 to Double Your Income This Year?

Tricky title, I know, but there is a tool out there (many, in fact) that will enable you to do this.

And this particular one is called TapeACall Pro.

As the name suggests, this is a phone recording app for your iPhone. This one has the best features, including recording incoming calls—and calls you’re already on—and more. (And if you’re an Android user, there are comparable apps for you too.)

So how can a recording app help you double your income?

If you use it regularly, you’ll begin hearing where you need to improve, and you’ll be able to implement new skills and techniques that can dramatically affect your results.

I know, because this is how I tripled my income one year!

As a sales trainer, I use this almost exclusively to help sales team improve their skills and double their sales as well.

Now there is one down side to this: that you won’t do it. It’s a simple technique, yes, but it only works if you’re willing to work it.

It’s a sad truth, but the majority of sales reps simply won’t take the time to do it regularly. They think it’s a hassle, or they don’t want to disclose they are recording, or it takes too much time out of their busy days or lives, etc.

And that’s too bad. Because it is the easy, proven, and most inexpensive way for you to truly improve.

If you’re committed to getting better and making a lot more sales this year, then try it for a week or two. Invest $10.99 in yourself and see what you find.

The results might be career changing…

(Disclaimer: Many states require that you disclose you’re on a recorded line (check your state’s regulations and follow them!). It’s a simple thing to do. Just say, “This is _____ _______ with XYZ on a recorded line—can you hear me OK?” (or follow your company’s required wording).


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