17. December 2010 06:39
Speaking of Sales Ethics… How's this one...
Let's say you have in your pipeline a prospect who has gone unresponsive... time to fish or cut bait, right?
So you craft an email such as this:
SUBJECT LINE: Opportunity Closed
Sorry you haven't been able to get back to us regarding (Solution to a previously discovered pain). Your "open opportunity" record was closed as to not take up any more of your time. If there is anything else we can do to help you avoid/eliminate/reduce (Mention Pain), please let me know.
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Again, if I can be of any further help, please let me know.
Joe Sales Pro
Notice what's missing in the email?
Is this a "technique" or a "tactic"? I'm not big on tactics. I much prefer solid sales techniques...
BTW... This "strategy" to get a response is as old as time. But should it be used in the sales world?
Here's WHY I'm OK with this Strategy / Technique...
- Prospects (as are sales people) are super busy. It doesn't help either party to be bogged down by something that will never turn into anything. If the prospect truly isn't interested, you now have your final answer and both parties can move on.
- If the prospect is interested, they will stop putting you off and at least respond to let you know what their situation is. You can then proceed from there. This is a win/win for both parties.