How to Say It to Sell It by Hershkowitz-Coore Sue

Author:Hershkowitz-Coore, Sue [Hershkowitz-Coore, Sue]
Language: eng
Format: epub
Publisher: Penguin Group
Published: 2008-01-01T14:00:00+00:00

When a Prospect Won’t Return Your Call

If someone doesn’t want to talk to you or buy from you, no matter how often you call her, she won’t. In these cases, you’ll need to use your best judgment and figure out when it’s time simply to stop calling. However, if you’ve already had the opportunity to speak to someone at least once and she won’t respond to any of your follow-ups, it may be difficult to figure out where to go from there. This is an all-too-common sales experience. You left a cold call message and she called you back. She sounded interested, so you sent her collateral or maybe even a proposal. But when you called to follow up, she stopped taking your calls. This often happens because we are so eager to sell and move forward that we don’t take the time to ask enough questions to see if she really needs our solutions.

When you have nothing to lose and you’ve already left several messages, before giving up, leave a message asking if you’ve messed up! This may seem rude, and could come across as such if said in anger. A central theme of this book is respect for your customers and seeing the situation from their viewpoint. Both of those behaviors are crucial to incorporate when using this approach:

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