Tips, Rips, and Reviews
By Michael Dalton Johnson
If you are waiting to hear from someone to move forward with a business deal, do not call that person without a specific purpose.
Calls that begin with, "I’m calling to check in with you to see how it’s going," or "We haven’t talked in a while, and I thought I’d just give you a call," are perceived by the person for what they are—timid attempts to prod.
Such calls are amateurish and put you in a subordinate position— and subordinates are easily dismissed. For the same reason, never thank anyone for taking your call or open with, "You’re a hard person to get hold of!"
If it’s time to prod the other person, then prod. You are far better served by being straight to the point by gently asking, "How much more time are you going to need to review the agreement and get back to me?" If this question kills the deal, don’t worry about it. It was never going anywhere in the first place.
Your comments on Tips, Rips, and Reviews are welcomed. E-mail me here.
Take a look at my book Rules of the Hunt. Available at Amazon.
5 Ways to Rethink No
By Tom Hopkins
As a sales professional, I urge you to rethink no. Who knows what buyers mean when they say no? I certainly don’t. That is until I ask questions. The questions I ask when I hear the word "no" are designed to draw them out, to get them to clarify, elaborate, and simply "tell me more" about what they’re thinking–keeping the sale moving forward.
Here are the 5 most common reasons for buyers to use the word "no" during your time together.
1. "No, not yet." If this is the case, you’ve created interest, but not enough urgency for the buyer to make a decision. This buyer likely has lingering questions that need to be addressed. The unaware salesperson will assume this "no" means "no sale" and move on. Well-educated sales pros understand that this "no" just means, "let’s talk some more."
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