17. March 2011 03:48
Sales Scenario: What Would YOU Do?
Let’s play a game.
In this game, you are the sales person. I’m the prospect. And I just completed a form on your website requesting information regarding a very specific service you offer.
It’s early in the morning as well. Before 9 am. You come into work, and see the new lead assigned to you and you notice that my name and information is already in the system. Apparently I had contacted your organization in the past but nothing came from it. So you see the new request, it’s early and I’m already in the system but past notes show I took no action.
What would your next move be?
A. Call the prospect ASAP – You like to strike while the iron is hot!
B. Hey, it’s early. The prospect probably has morning meetings etc… I’ll schedule a call back for this afternoon.
C. I’ll send him an email that says: “I am responding to the inquiry you made on our website and would like to offer my assistance. I can be reached at 888-999-0000” and will also try and connect with the prospect on LinkedIn.
Ok… Did you make your selection?
If you chose “C” as your answer, (which is what a real sales person did to me – I’m not making this stuff up, people) that answer would be INCORRECT. The real answer – the one that will lead to more opportunities – is A: Call the prospect ASAP – You like to strike while the iron is hot!
But wait… the game isn’t over yet (This gets even better)
So let’s say you chose option C, which is to email me your contact information and let me know I can call you any time (how thoughtful) but instead of calling you, I reply to your email with:
When a warm lead comes in, pick up the phone and call the prospect ASAP before your competitor does.”
Now what would your next move be?
A. Call the prospect ASAP – I was just given a second chance!Care to take a guess which option this “sales” person opted for?
B. Email the prospect back and say: “I am aware of that, but you contacted us in the past and seemed unresponsive. I was planning on calling you soon. So, do you need information about our services? I would be happy to help you!”
What happened to having a “backbone” in sales? What happened to learning how to recognize an opportunity when one presents itself? If you can’t handle a warm lead, how are you going to generate new business when you have to call those same leads after they've grown cold?
It’s high time today’s newer generation sales people learn to grow a pair and give the sales field the respect it deserves by respecting what it means to be a true sales person. Nothing happens in this world until somebody sells something. Be that somebody. Be part of the solution that America needs to get back on track again. Learn your craft and stop waiting for prospects to do your job for you. Pick up the phone and start making things happen for yourself and your company.
CSS: Chief Sales Scientist
(888) 264-0562 Ext. 1
Public 8-Week Online Sales Course
Description: For outbound phone sales teams who are struggling to make quota and need help reaching their goals – fast!
Starting Date: Classes start soon!
Duration: 1 hour per session (8 sessions total)
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone