Let's take one from the request line:
I have made a lot of initial calls and got some great feedback, I am at the stage where I have to send information by email and then follow up. How should I approach the follow up? I am scared that they will say no, and I refuse to take NO for answer. - V.L.
A great question, and I really like your “go get ‘em” attitude.
First of all, when I first started selling, I was very anxious to make a sale. And it seemed the harder I tried to make it, the more elusive it was. Only when I was actually able to detach myself from the outcome was I able to begin making sales almost effortlessly.
Despite your best efforts and great intentions, some people will say ‘no’ and that’s a fact.
Mostly because they cannot yet perceive the great value you are offering them (you are, aren’t you?), or for any number of reasons that have nothing to do with you, your firm, or your product, service, or treatment.
So, when it is time to follow up, just call your prospect or meet with them, and imagine you are having a talk with your closest friend.
Don’t angle or leverage or cajole. Don’t be fake. Don’t do anything that smacks of begging them, “please say you will buy from me.” Just give them the facts, answer any questions they have, and ask them what their decision is about owning what you sell.
But get a decision, even if it’s the one you don’t want to hear, because “maybe” is a time-waster, de-motivator, and commission-killer.
© 2009 YOU ROCK!™ Communications
THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.
I have made a lot of initial calls and got some great feedback, I am at the stage where I have to send information by email and then follow up. How should I approach the follow up? I am scared that they will say no, and I refuse to take NO for answer. - V.L.
A great question, and I really like your “go get ‘em” attitude.
First of all, when I first started selling, I was very anxious to make a sale. And it seemed the harder I tried to make it, the more elusive it was. Only when I was actually able to detach myself from the outcome was I able to begin making sales almost effortlessly.
Despite your best efforts and great intentions, some people will say ‘no’ and that’s a fact.
Mostly because they cannot yet perceive the great value you are offering them (you are, aren’t you?), or for any number of reasons that have nothing to do with you, your firm, or your product, service, or treatment.
So, when it is time to follow up, just call your prospect or meet with them, and imagine you are having a talk with your closest friend.
Don’t angle or leverage or cajole. Don’t be fake. Don’t do anything that smacks of begging them, “please say you will buy from me.” Just give them the facts, answer any questions they have, and ask them what their decision is about owning what you sell.
But get a decision, even if it’s the one you don’t want to hear, because “maybe” is a time-waster, de-motivator, and commission-killer.
© 2009 YOU ROCK!™ Communications
THE REQUEST LINE IS OPEN! - IF YOU HAVE A QUESTION ABOUT A SALES OR MARKETING TOPIC, OR HAVE A SPECIFIC PROBLEM YOU WANT HELP WITH, SEND ME AN E-MAIL WITH FULL DETAILS AND I MAY GIVE YOU SOME ANSWERS IN AN UPCOMING SALES TIP.
