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How to Avoid the Brush Off
Featured Author:
Mike Brooks
Mike Brooks, Mr. Inside Sales, is president of Inside Sales Solutions, a Los Angeles based inside sales consulting and training firm that teaches companies and sales reps how to become Top 20% producers. A published author, executive coach and sales trainer, Mike has been teaching the skills, techniques and strategies of Top 20% sales performance for over 25 years.
Mike specializes in working with business owners who have under performing outbound or inbound inside sales teams either business-to-business or business to consumer. Mike just published the definitive book on Inside Sales called, “The Real Secrets of the Top 20% – How To Double Your Income Selling Over the Phone.” To read about this book, and to find out how to become a Top 20% producer, visit his website: www.MrInsideSales.com
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Mike Brooks, Mr. Inside Sales
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? If you found this article helpful, then you can get 10 more GREAT TECHNIQUES for FREE by downloading my Special Report, “10 Techniques to Instantly Make You a Better Closer.” You can read about this by clicking here: www.mrinsidesales.com/report.htm and you can get it for FREE by signing up for my FREE weekly Ezine, “The Secrets of the Top 20%” by clicking here:www.mrinsidesales.com/ezine.htm Mike Brooks, Mr. Inside Sales, offers FREE Closing Scripts, and a FREE audio program designed to help you double your income selling over the phone. He works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. If you want to Close Business like a Top Closer, then learn how at: www.MrInsideSales.com
rich34232
6 months ago
606 comments
I agree with the above, be more creative in how you ask the questions.