Ambition Mission

Although we had some audio difficulties - all had positive feedback from the webinar yesterday.  I smile when I think of a room full of 15-20 people with cell phone speakers blaring.  The experience confirms for me that while sales training content can be effectively delivered remotely with positive results, in person is still better…

A member asked what do do in a follow up situation, when a customer hits you with tons of excuses and you’re playing the follow up game with them… I needed to clarify.  I was getting ready to blast the guy for emailing or faxing his proposal and not ensuring that he delivered it in person.  In fact, he was referencing a situation where he DID deliver the proposal in person, got beat up by the customer with rapid fire excuses and scurried out the door only to be in “follow up limbo.”  The advice I gave was twofold.  First, once you are in follow up limbo, the sale becomes harder.  It is more difficult b/c the prospect is not giving you thier full attention AND has not retained all the information that you presented that he/she needs to make an informed decision.  Second, don’t loose control of the proposal presentation.  It’s OK to pull it away.  It’s good to break the customer’s pattern.  Stop them by saying, “Mr. Customer, if this was free, would you do it?

 If he says no, say thank you and leave.  If he says yes, then it is only a matter of handling his true objections one at a time before he’ll say OK.  Either you will convince the customer that the offering is the right thing for him to do, or he’ll convince you that the right thing to do is not to buy. 
Can’t wait to meet all of you in person at the SMB Summit in April!

This entry was posted on Friday, October 19th, 2007 at 5:48 pm and is filed under Traveling Seminars. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.