Art Sobczak, a renowned phone sales trainer for the last 35 years, says people often assume that where there’s a pitch, there’s a catch. “If you say, ‘Here is my pitch,’ people will look for something to object to,” he says. “You really shouldn’t even use the word ‘pitch’ outside of baseball. Instead, call it a recommendation. That sends the message to prospects that you want to engage in a conversation and help them.”
So with those words of wisdom from Art, in today’s Selling Point post we will share one of the easiest and most effective ways to close more business, and it all starts with a follow up call to a prospect with an attempt to close a sale.
To begin with, here’s how the vast majority of sales reps start their follow up calls:
“Oh hi, this is Me with My Company. I’m calling to follow up on the proposal I made and the additional information I’ve since provided. Did you have a chance to review that?”
Or, another lame opening I trust you will never use:
“Hi, this is Me with My Company, how are you? Good, I was just calling to see if you received the packet of stuff I sent to you?”
The problem with this type of approach is that you’re immediately giving total control over to your prospect, and opening yourself up for a ‘think about it” or put off, such as, “No, I haven’t had time yet, how about giving me a call next week?” To become the closer you want to be, lose the lame openings and start your follow up calls with something like this:
“Hi Mr. Glockenspiel, this is Me with My Company. I’ve really been looking forward to getting back with you and helping you get started with our (world-class service or highly efficient product; including the name). I know you’ll be as happy and satisfied as our other clients are.
I’m sure from the demonstration I showed you last week, along with the video case study I emailed you after our time together, that you see how it will help you (achieve the benefit he is looking for). So my question is, what’s going to work better for you; are you going to start with the Good, the Better, or the Best package?”
At that point, regardless what you are thinking, stop talking and listen to what Glockenspiel says next.
I’m sorry if this sounds too simple and basic to actually work. Maybe it is, but I would also wager that your results will spike. This type of approach puts you strategically at all the important and necessary forks in the road:
-You are asking for the business up front, and it may shock you but more buyers than you think will be ready to do business with you at that time.
-You are beginning the closing process on an assumptive track with positive language.
-You are no longer introducing or making it easy for buyers to stall or put you off.
-Possibly most importantly, you’re getting the buyer to tell you where they are in the process and what they’re thinking. Questions and/or objections will surface quicker, allowing you to respond by taking the fork of the road that will eventually lead to winning the customer.
This approach will never shock or scare off real buyers, but it will expose the non-serious tire kickers who drain your energy and use up your most important asset…your time. Wouldn’t it be great to sniff out these good-time rock-n-rollers sooner rather than later?
————Funny = Money————
“Doug, your book is so much more than solid sales basics and I have already learned some new things! I also love the funny stories and examples throughout the book.” Tina Mabry, real estate life member, Million Dollar Club
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