Any Ideas For Prospect On The Phone ?
- Thread starter MYOWNCO
- Start date
Re: Any Ideas?
Did you ask them if they were available later that day? How bout the next day? If they don't budge, you either can move on and door knock that lead or call them later on down the road to fill in your schedule, get someone else to try, or just level with them and ask them, "I was wondering if you would help me out, I was instructed to deliver the information to you and it would only take 15 minutes, is there any way you could fit me into your schedule"?
People like to help, and your approaching them from a non-salesy POV (kinda)....
Did you ask them if they were available later that day? How bout the next day? If they don't budge, you either can move on and door knock that lead or call them later on down the road to fill in your schedule, get someone else to try, or just level with them and ask them, "I was wondering if you would help me out, I was instructed to deliver the information to you and it would only take 15 minutes, is there any way you could fit me into your schedule"?
People like to help, and your approaching them from a non-salesy POV (kinda)....
- Thread starter
- #3
Re: Any Ideas?
Thanks for this.
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What about "just mail it to me or drop it off"--what do you respond to this with?
Thanks in advance.
Yes, did everything except the "can you help me out approach..."
Thanks for this.
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What about "just mail it to me or drop it off"--what do you respond to this with?
Thanks in advance.
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Re: Any Ideas?
"mail to"....I would love to but there are so many variables, I need to deliver it in person just in case you have any questions.. Would (date) at (time) be good for you or would (date) at (time) be better?
"drop off" Will be glad to do so.. Would (date) at (time) be good for you or would (date) at (time) be better?
Of course, there comes a point in time to say "goodbye"..
"mail to"....I would love to but there are so many variables, I need to deliver it in person just in case you have any questions.. Would (date) at (time) be good for you or would (date) at (time) be better?
"drop off" Will be glad to do so.. Would (date) at (time) be good for you or would (date) at (time) be better?
Of course, there comes a point in time to say "goodbye"..
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Re: Any Ideas?
This is great stuff! Out here in Utah that seems to be the excuse of choice (probably is ever where) I assume as this market becomes more and more competitive we all will hear these excuses. It seems here in Utah there is ever body and their dog jumping into FE and people know excactly why I am coming. Thanks for the great ideas!
- 483
1) Remember "human beings" are "pros" at putting it off to later and any "ole excuse" will do. No matter what "it" is....
visiting the dentist, getting the oil changed, cleaning the attic...if it can be put off till "later" and if "it" isn't providing immediate gratification (which most things,don't) it will be put on the "not now later" burner.
Nothing personal, just something to remember.
Most, women say nothing personal "I don't do THAT on the first date" and "I'd never..." but a lot of mother's "misremember" ....."that 1 time at band camp".
You've got to become "that 1 time at band camp".
Most home improvements in this country and cars are sold to ppl that were "just looking"....don't OVER THINK what pl say cause they LIE to themselves your job is to help them from themselves.
Salespeople have helped Americans not ride in horse 'n buggies and enjoy backyard pools, nicer kitchens and room additions for generations
.
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Seriously @ emptyeternity offers a wonderful approach the only thing, I don't do is use the phrase "only 15 minutes" cause IMHO it puts me in a 'beggars' position and IMO I don't like that but that's me.
Another popular phrase many times added to the above, that I don't use is "of your time" as in "only 15 minutes of your time or it won't take much of your time sir/ma'am"
(I 've come to believe that my time is valuable and the client's is no more important than mine so I will not start out devaluing my time vs his or he may do the same thing w/ "no-shows" and putt offs & the like)
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@ rousemark is always solid in his words especially understanding that there comes a time to "pull the plug" and say good bye.
Again, based on my earlier statement, If you go in as a "beggar" you'll get slaughtered by some self important azz anyway so if you can't "control" something about the process your chances of writing business are slim to none anyway, so save your gas and your dignity.
How long is this going to take?
Well I've got about 15 minutes or so, to give YOU...unless you have addition questions
* You want to set up the expectation, that it could take longer "depending" on him this is helpful for a few reasons:
a) You don't want some jerk saying "well you've got 15 minutes till Nana's funeral starts" as you walk in the door.
b) About 15 minutes is easily 20 or 25 minutes "minimum" that plenty of time to see what 'ya got.
c) As you start "engaging" the prospect and he's answering and "asking" questions
HE'S prolonging your visit due to HIS additional zest for what your talking about. Now your "extra" time is help "him" and the clock is now off.
Ok, you've told you how to get her back to your room, the rest is up to you (or him, if let's your thing
...no judging)
visiting the dentist, getting the oil changed, cleaning the attic...if it can be put off till "later" and if "it" isn't providing immediate gratification (which most things,don't) it will be put on the "not now later" burner.
Nothing personal, just something to remember.
Most, women say nothing personal "I don't do THAT on the first date" and "I'd never..." but a lot of mother's "misremember" ....."that 1 time at band camp".
You've got to become "that 1 time at band camp".
Most home improvements in this country and cars are sold to ppl that were "just looking"....don't OVER THINK what pl say cause they LIE to themselves your job is to help them from themselves.
Salespeople have helped Americans not ride in horse 'n buggies and enjoy backyard pools, nicer kitchens and room additions for generations
.__________________________________________
Seriously @ emptyeternity offers a wonderful approach the only thing, I don't do is use the phrase "only 15 minutes" cause IMHO it puts me in a 'beggars' position and IMO I don't like that but that's me.
Another popular phrase many times added to the above, that I don't use is "of your time" as in "only 15 minutes of your time or it won't take much of your time sir/ma'am"
(I 've come to believe that my time is valuable and the client's is no more important than mine so I will not start out devaluing my time vs his or he may do the same thing w/ "no-shows" and putt offs & the like)
____________________________________________________
@ rousemark is always solid in his words especially understanding that there comes a time to "pull the plug" and say good bye.
Again, based on my earlier statement, If you go in as a "beggar" you'll get slaughtered by some self important azz anyway so if you can't "control" something about the process your chances of writing business are slim to none anyway, so save your gas and your dignity.
How long is this going to take?
Well I've got about 15 minutes or so, to give YOU...unless you have addition questions
* You want to set up the expectation, that it could take longer "depending" on him this is helpful for a few reasons:
a) You don't want some jerk saying "well you've got 15 minutes till Nana's funeral starts" as you walk in the door.
b) About 15 minutes is easily 20 or 25 minutes "minimum" that plenty of time to see what 'ya got.
c) As you start "engaging" the prospect and he's answering and "asking" questions
HE'S prolonging your visit due to HIS additional zest for what your talking about. Now your "extra" time is help "him" and the clock is now off.
Ok, you've told you how to get her back to your room, the rest is up to you (or him, if let's your thing
...no judging)- 152
I always found that those most resistant to an appointment were doing so because their sales resistance to a good presentation was low. Never in last 30years of my career do I ever remember not closing a sale when I was invited in this way:
"OK, you can come in but I'm not buying anything! As long as you understand that, come in."
So, it is a matter of getting an invitation.....first....then a matter of breaking thru their "hard shell" by demonstrating that I was opposed to "Hard Sell".......accomplished at the very end by prompting them to close the deal.....rather than I hard selling at them.....
"OK, you can come in but I'm not buying anything! As long as you understand that, come in."
So, it is a matter of getting an invitation.....first....then a matter of breaking thru their "hard shell" by demonstrating that I was opposed to "Hard Sell".......accomplished at the very end by prompting them to close the deal.....rather than I hard selling at them.....
- 483
I've used "I realize you are busy. I promise to respect your time." I may be over-thinking, but I don't like to say things like "I know you're as busy as I am" -kinda gives an impression that I won't be able to dedicate the appropriate amount of time to them.
