The Truth Will Set You Free….To Move On To Your Next Prospect

This may sound like a hokey statement but there is truth to it. Read on to see how identifying the real root of a prospect’s objection – the truth – early on, can save you time, money and aggravation.

How many times have you had someone tell you they were interested but they need more information. Interested but they are not ready? Interested but they aren’t in the position to make the decision needed? Interested but they cannot afford it? Interested but, but, but. 

Selling is a ‘No’ business – you know you will get No’s. Yet it is the ‘BUTS’ that can waste even more of your time and money. Stalls and objections are common in sales, and maybe never more so than now. My advice is to focus on cutting through the BUTS to get to the TRUTH.

If the truth IS that they need more information, ask them for their email address so you can send them a follow-up package. Ask them what services are of interest and make sure you have prepared materials to send. Set-up an appointment to review the information and then follow through.

If the truth is that they aren’t ready, ask them when they think they WILL need your services. Get out your schedules and set a date – be specific – pick a time, get it on their calendar.

If the truth is that they are not the decision maker, ask for names, numbers and an introduction to the correct person. 

But if the truth is that they are just trying to blow you off without hurting your feelings, let them know that you would rather KNOW that now, than to waste more time.

Here is a sample of what you can say to get a truthful response: 

Gee,(or something similar, to soften the statement) oftentimes when I am asked/told this it is because the person is afraid to tell me that they really are not interested. I don’t know if this is the case here, but if it is, that is okay.”  (at this point, be quiet and let them respond!).  

If this is the case, let them know you appreciate the honesty, schedule a call back and move on. A NO is NOT NOW.  Recycle them for future contact, perhaps 3 – 4 months.  Things change and you want to be in front of them when they do. The truth will set you free – free to move on to your next prospect – moving you closer to a YES and a real sale! 

Selling Right Now

We all know of businesses that went dark during the pandemic. We hear stories of people who closed shop, who decided to lay low and to wait until ‘this passes’.

As I have said all along, that is NOT a viable business strategy and certainly not the way to generate leads! Leads are the life blood of a business and without them, your business will die.

You need to keep dialing, to keep reaching out and making calls – to stay in touch and keep listening. You need to STAY IN THE GAME.

For those of you looking to polish your skills and stay in the game, you are invited to join me Tuesday, June 23rd at 1:00 (ET) for a one-on-one conversation with Mark Hunter, The Sales Hunter on “Selling Right Now”.

During this 45 minute conversation we will discuss the sales stalls and objections we are all currently facing and provide you with the approaches and tactics you need to address and overcome them.  

Prospecting is more critical than ever, join us for this free event to see how to stay on track and succeed despite the current challenges!

Click here to register: https://us02web.zoom.us/webinar/register/WN_WfbpiY-pQ-mgbNUahoS6og  

Many of those businesses who stood by, waiting, will not be standing ‘when this passes’. They will be OUT of business.

We all need to figure out how to survive and thrive in today’s environment, and the sooner you do, the sooner you will see results.

There are no excuses – if YOU pressed pause, now is the time to get back into gear. And for those of you who took our advice and never really stopped – good for you – we will see you out in front of the pack! 

Click here to register and join us on the call https://us02web.zoom.us/webinar/register/WN_WfbpiY-pQ-mgbNUahoS6og