By Tibor Shanto - tibor.shanto@sellbetter.ca
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Every day I work with sales people who start their day by setting their sights on winning second prize, and then celebrate when they achieve it. No really, watch any group of sales people on the phone trying to set appointments, and it is only a question of minutes before you see a few telling you how they convinced the potential prospect to let them have second place, or take their place among the also-rans.
Now I am not sure it is always accurate, but there is something to be said for the saying that in sales “second place, is as good as seventh place.” Meaning only the rep who wins the deal has any bragging rights, and the money, the rest are quickly forgotten.
But seriously, how else can you explain sales people doing the following.
They get on the phone, get their indented target on the phone, who tells them “we’re all set, we already have a provider (insert your stuff here), thanks for calling though”. To which the sales rep responds “Well, maybe I can send you some info, and if you ever need a backup…” Sometimes it is a variation on that theme, their whole approach is to get permission to send information to the potential prospect, and then ask for permission to call back to follow up. I mean I could find it interesting if they asked for an appointment to review the material they send, but to ask for permission to call back, don’t we all know what will happen when they call back:
A. They end up in voice mail, they don’t leave a message, or leave the wrong message; no call back, couple more tries and then they give up
B. Mysteriously, despite improvements in technology, the prospect did not receive what they sent
C. The prospect hasn’t had a chance to read, but will, and asks you to call in a week
D. All of the above
Notice what one of the options wasn’t, that’s right, an appointment, which what the objective is, first prize!
Knowing how to handle objections is one thing, and if you download our Objection Handling Handbook, you’ll know how to handle the two above, (all set, and send me stuff), as well as the most common you are likely to face on the phone. But where most fail is in their attitude, which is really just a symptom of their preparedness and commitment.
While the reality is that most people you speak to will not meet with you first try; it is also true that often that first call is a chance to introduce yourself and initiate a process that may involve a number of calls before you have built enough rapport to have them take a meeting. But it is also true that that should be what you settle for, not your intent going into the call.
Assuming, (not always safe I know), as a seller who values their time and is intent on exceeding quota, you have at least minimally qualified the person and the opportunity before you picked up the phone. The company meets your criteria, you done some background work on the company and the individual you are calling, checked out their social activity, and have prepared for the call. If so, then you objective for the call is to get the meeting to initiate the sale, anything short of that is not a win. And that needs to be the attitude when you are on the phone – you and I need to meet, we’ll both get value!
Not only will that attitude come across on the phone, but it will inform what and how you present things to the buyer. Everything you say driving the need to meet and talk further, that you can add immediate value to their ability to meet their objective. Not in an overt way, but very specifically challenging the prospect to meet, and remember challenge like provoke can be done in a very positive way, it need not be a negative. But most sellers are so scared of the phone, so scared of rejection, so unprepared, they see any permission to end the call as a good one. The difference between the winners and the rest, is that the winners see the meeting as the only good outcome, while the rest want to get off so fast that they see the right to send, second prize, as the best way to achieve their objective, which “How fast can I get off this call without hearing no? Send you some stuff, sure that works, thank you.”
“Hey Boss, I looks like they’re interested, I am putting it at 25%!”
What’s in Your Pipeline?
Tibor Shanto
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