Do you stop selling before you even get started?

Do you spend a sizable percentage of time and effort finding leads?

Then, do you put in even more effort to get them to answer the phone or schedule a meeting?

 So much time and energy.

 Watch this Facebook Live sequence with Coach Manny. 

https://www.facebook.com/manny.nowak/videos/10210900242355112/

 

And all that just to hear –

            I am not interested.

 

            Can you send me some information?

 

            We are already working with someone else.

 

            I don’t have a need.

 

How do you respond? Do you then to answer, OK, Thank YOU – click.

 

What are you doing?

Taking orders or selling?

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Good sales people use these responses as ques to keep the conversation going, not as signals it needs to end.

Remember, it is your job to sell.

You do not take orders – you sell.

 

So today, I want to further discuss the four responses leads can give and explore answers you can use to knock them out.

 

Statement:     I am not interested.

 

Answer:          Can you tell me why?

                       

What has been your experience with this product/service in the past?

                       

I know – that’s why I am calling.

                       

Your not – well I bet I can get you interested.

 

Come on now – you can probably think of dozens of more responses to this rejection.

Why don’t you?

Why aren’t all these rebuttals in your bag of tricks?

Is it only because you haven’t taken time to practice and prepare?

 

 

Statement:     Can you send me some information?

 

Answer:          No, but if you are really interested I can drop something off.

 

I can do even better than that.  Are you at your computer?  Let me send you a link to download and then we can walk through the process

 

                        I could but so much stuff gets lost in the email black hole – how about…?

 

Not really, but if you go to our website, I can walk you through the process over the phone, right now.  Our site is CoachManny.com

 

I know how much stuff I use to mail out – it cost me thousands.

I know you can now do it via email – but does anyone ever look at it?

It really is the same problem as before, except now the trashcan is electronic.

 

 

Statement:     We are working with someone else already.

 

Answer:          You are?  What is the best thing they are doing for you?

 

                        What do you like most about them? I am always looking for opportunities to improve.

 

                        Are they doing what they promised?

 

                        Are you excited about working with them?

 

                        Do they still treat you as a prospect?

 

That last question might be a little strange, but the problem with most of us is we treat prospects like gold and won customers like silver.  Continue to treat them like you did before you had their business, and you will be amazed by the results.  Make them that important and they will remain customers for life.

 

 

Statement:     We don’t have a need!

 

Answer:          I understand but neither did 5 of the last 10 people I sold when we started talking.

 

                        Have you seen our new stuff?

 

                        What if I could show you something that might just interest you?

Remember, as Albert E. N. Gray says, “needs are logical while wants and desires are sentimental and emotional.”

 

They might not have a need, but they might just have a want.

 

 

 

Push back against these four rejecting phrases, and watch what happens to your business.

 

I can guarantee that if you commit to questioning and responding to these 4 types of rejection instead of accepting them, you will increase business.

 

We do this on a regular basis in Coach Manny’s Inner Circle.

We are constantly working on ways to help you learn more and become a super star.

We can help you double your sales.

 

Is sales a problem for you?

What are you going to do about it?

 

Are you ready for a solution that works?

 

Check us out.

 

Sign up for next weeks introduction to Coach Manny’s Inner Circle.

Facebook Live.

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Ready to join Coach Manny’s Inner Circle.

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