A Magic Two-sentence Email that Gets Stalled Sales Back on Track
by Chris Lytle
Here's an interesting tip to help you get a stalled prospect back in sales motion:
When a customer didn't call me back, I sent this e-mail:
"Cliff, I still have you on my 'waiting for' list of people I'm expecting to hear from. Am I still on your radar? Chris"
"You are good. Let's talk this morning if you are available. I'm out of town but can be reached on my cell phone."
Result: Before I could call him, he called me from the road and we scheduled our next meeting. My two-sentence e-mail worked (I believe) because I really do have a "waiting for" list and keep track of people who owe me a call, an e-mail, or a contract - and because the "radar" question lets the customer opt in or out without pressure.
Chris Lytle, CSP, time releases immediately applicable sales advice via the MAX-ATM Automatic Training Machine website. Check it out at www.max-atm.com.
Establishing Trust Remotely
Without trust, relationships fail and without relationships, businesses fail.
"Today's virtual office tools benefit employees and businesses alike but only if managers can trust their employees to produce results outside the bounds of the traditional workplace."
This brief summarizes 3 big ideas from Stephen M. R. Covey on how to remotely establish trust in your relationships, your team and your organization.
We know you work hard. Here's a tip to help you work smart. Brace yourself - it involves getting prospects to tell you "no."
The first step in getting to "no" is explaining to your prospects right up front that "no" is a perfectly acceptable answer! The conversation you have with a prospect might sound something like this: "Bob, as we explore the possibility of working together, we may decide there isn't a fit between what your company needs and what I offer. If that happens, to avoid wasting each other's time, are you comfortable telling me 'no'?"
Once a prospect agrees that they are willing to tell you "no" you have a powerful weapon you can use to jump-start stalled opportunities and minimize wasted time. How does this weapon work? Well, if you ever feel an opportunity may be stalling, or if a prospect has not returned your calls or e-mails for a week or two, put your cards on the table by saying (or writing in an e-mail) something like this:
"Bob, the last time I heard from you was on (date). Is (product or service name) still on your radar screen? Remember, "No" is a perfectly acceptable answer! I don't want to waste your time or mine, and I don't want to be a pest. Please let me know whether I should continue calling you. Thank you!"
My experience has been that, if a prospect is serious about acquiring your product or service, they will ALWAYS respond to this kind of communication. If they don't respond, it is a strong indicator they are not serious. You have little to lose by scratching these non-responsive prospects off your call list and removing them from your sales opportunity pipeline.
Put Rigg's advice to work for you this week and you'll find yourself with more time to convert qualified prospects into sales.
How to Overcome the Top 10 Sales Obstacles – Coaching Videos by John Costigan
A national survey recently identified the "Top 10 Sales Obstacles." John
Costigan shows you how to overcome each obstacle, including how to
overcome objections, cold call, shorten the sales cycle, close the deal
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of the Week: Sumpsimus noun [ suhmp-suh-muhs ]
Adherence to or persistence in using a strictly correct term, holding to a precise practice, etc., as a rejection of an erroneous but more common form (opposed to mumpsimus).
A person who is obstinate or zealous about such strict correctness (opposed to mumpsimus).
Example: And now let all defenders of present institutions, however bad they may be let all violent supporters of their old mumpsimus against any new sumpsimus whatever, listen to a conversation among some undergraduates. Frederic William Farrar, Julian Homet
& Example courtesy of Dictionary.com
Believing it to be the center of a person's being and intelligence, Egyptians left which organ inside an embalmed body?
Answer: The heart
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