Sales Question:


Answer:

If you hear this response from prospects regularly, you have a bigger problem at hand because it means your original message is missing the mark.

Missing the mark once in a while is OK and only natural. But if this response is happening on a weekly (or worse, daily) basis, that’s an indicator that your OVS (Opening Value Statement) is off. And that usually only happens when you are following the wrong sales process / strategy to begin with (think about it… if you are repeatedly missing the mark on the very first step of the sales process, how can you argue you are on the right path?)

So if that’s the situation you are in, its time to re-tool your sales process.

If on the other hand you just want to be prepared on how to handle this type of response when it OCCASIONALLY comes up, that is a different story.

The best response I’ve found to the “I got your message, I’m not interested” response is to simply reply:

“Well, (PROSPECTS NAME) I’m not asking you to make a decision. I’m only calling because we recently helped (Competitor 1, 2 & 3) avoid/cut/reduce/lower (MAJOR HOT BUTTON) while at the same time gain/produce/generate/streamline (MAJOR BENEFIT / HOT BUTTON) and wanted to ask you a few questions just to see if what we have to offer may be of some help to you as well, would that be OK?”

EXAMPLE #1:

“Mr/Mrs (PROSPECTS NAME) I’m not asking you to make a decision [ever so slight pause] I’m only calling because we recently helped (Competitor 1, 2 & 3) avoid making OVERPAYMENTS on their property taxes & insurance premiums while streamlining their fixed asset management process and wanted to ask you a few questions just to see if what we have to offer may be of some help to you as well, would that be OK?”

EXAMPLE #2:

“Mr/Mrs (PROSPECTS NAME) I’m not asking you to make a decision [ever so slight pause] All I know is, (Competitor 1, 2 & 3) gave us a shot at their business over _____ months/years ago and they say they are happy. I tend to believe them cause they keep sending us a check every month and so I just wanted to ask you a few quick questions just to see if what we have to offer may be of some help to you as well, would that be OK?”

The following question was recently posted by Sylvia MacSpadyen on LinkedIn for sales professionals to answer:

"What did you experience in a sales training program, that was most valuable for you in your career?"

Here's my answer:

"Reflecting on all the training I've had in my sales career to try and answer this question, I realized that there was never "one" specific experience that lead to my success other than constantly learning from those who had already achieved the success that I was after.

That came from books, tapes (those things before ipods) vhs videos (that thing before youtube) live paid seminars, buying lunch for whoever was the top sales rep at a new company I started at and picking their brain, developing a group of mentors to learn from, coming in early and role-playing and recording my sales calls so I can self train by analyzing what I said, how I said it and to hear what buying signals I missed etc.

Today's self-motivated sales reps HAVE IT MADE. There are newsletters, blogs, youtube, live and on-demand webinars and tweets all at their finger tips.

You no longer have to wait for your mentor to come rolling into town for a 1/2 seminar... chances are there's an on-demand catalog of webinar to access or a live virtual webinar / session just around the corner."

Bottom line - If you aren't improving, you're falling behind.

Sincerely,
 
Michael Pedone
President/CEO
SalesBuzz.com
(888) 264-0562 Ext. 1