first call. Your pitch was crisp,
serious, to the point. The
prospect felt your confidence, and he knows (and likes) your company and
product. You asked for the sale
not once, but three times during the call.
not going to buy right this second,” the prospect said. “Let me think about it and get back to
don’t I give you a call this afternoon,” you replied.
me tomorrow morning,” the prospect said.
you hung up, you zeroed in on his one objection: money. (It’s usually always about, good times or bad.) The product, he told you, was within his budget. He didn’t reply, as they so often do,
“Too rich for my blood.”
You almost said, “Well, if it’s in your budget, let me send you the
contract,” but you thought that might be too pushy, too salesy. The other times you asked for the sale, you were subtle, conversational.
tomorrow morning then. Jot down
your plan of attack and move on.
There are salespeople who dwell when they hear “no,” and there are
salespeople who dwell when they hear “maybe.” Never overthink a sales call, instead put yourself into
action and make another call.
scenario above describes a short sales cycle, an impulse buy. The cycle will not drag out over months,
with calls going back and forth.
The prospect will buy or he won’t buy, and, yes, there may be a third or
fourth call but that’s because he’s in a meeting or out of the office. The second call is what’s most
important. It will confirm whether
the prospect likes you or not and whether he wants to do business with you. In sales, a second impression
is almost as important as the first impression.
you place that second call, go over the particular scenarios that might play
out. Remember, the prospect’s had
a night to sleep on the decision.
If you haven’t connected with him via LinkedIn, or know his experience
and interests, then you better do a crash course because you’re going to need a
bonding point to make this deal.
not lead off with, “Hi, Bill, it’s Joe for XYZ. So, would you like to go forward?” That’s a complete turn off. The prospect’s thinking, “This guy’s a salesman,” instead of
“I can see an ROI in his product.”
conversational, natural, is crucial on the second call. You don’t want to come across as
desperate, needy, or with an I-Me-Mine attitude. So, open with a question or statement about his work, his company,
or something he’s interested outside of the office. Allow the prospect to warm up and feel comfortable. Focus on what he has to say. He’ll know if you’re really listening,
or if you’re waiting to ask him for the sale. Let go. Let
that moment—asking for the deal—arrive naturally.
you finally ask him for the sale, be ready for “yes” and be ready for “no.” If he says “no” remind him that the only
issue holding him back was money.
Why the change of heart?
Remind him of the value of your product and the ROI he’s going to see. The important thing
is to get him talking again after he says “no,” because a lot of times prospects
talk themselves back into a “yes”.
it’s a solid “no,” remain upbeat, positive, in control. And if he still wants to chat, great,
because that means the salesperson-prospect bond is strengthening. Good second calls usually lead to