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Inside Sales, Scripts & Cold Call Techniques from Michael Pedone

Call Me Back In 30-Days Blow-Off

by MichaelPedone 4. April 2012 07:31

Sales Question:

"How should I respond when a prospect says "Call Me Back In 30-Days" on a first time call?"

Answer:

I believe the best response is to simply say something to the effect of:

"Mr. prospect, I appreciate that however I'm not asking you to make a decision right now. I'd simply like to ask you a few questions to see if what we do would help (Name Specific Benefit). And if you decide it does we can take it from there, fair enough?"

An alternative could aslo be:

"Mr. prospect, I appreciate that however I'm not asking you to make a decision right now. In fact, if I could ask you just a few quick questions, we can determine right now if a call in 30-days would be a good use of our time..."

Those type of responses has generated the best results for me on a consistent basis.

What You Can Expect

Here's what you can expect your prospect to say or do with your response:

Possibility #1:

If they say "no, now really isn't a good time, but call me tomorrow" you've just shortened the sales cycle by 29 days!

Possibility #2:

They say "OK" and now you ask a few engagement / qualifying questions and determine that there is an opportunity (and they may want to talk further now or schedule a "next step" call)

Possibility #3:

They say, "OK" and you ask your engagement / qualifying questions and discover they are not a good fit - saving you from chasing a non-qualified prospect.

All those above options are good!

If however we just agree to the initial "call me in 30-days" response, the best case scenario is we have a meaningful conversation in 30-days - but why do that when with the right response, you can increase your odds of shortening that time frame dramatically?

The worse case scenario (and most common) if you first agree to the request (ie. blow off / stall) is you end up "chasing" a non-qualified lead month after month to no avail. The choice is yours.

Hope this helps.

Michael Pedone
CSS: Chief Sales Scientist
SalesBuzz.com (A 2011 Sales Training Company Watch List Award Winner!)

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