Why Qualifying For Timeline Is Important

As we got to the end of the call, I was positive I’d be getting on a plane in the next couple of weeks to work with this prospect. And that’s when I asked a qualifying question that I neglected to ask upfront: “What is your timeline for this training?” He told me, “Sometime in the Fall.”

Why Qualifying For Timeline Is Important
By Mike Brooks

Okay. So I’ve been in sales longer than some of my clients have been on the planet.

I’ve made thousands and thousands of prospecting calls, and thousands and thousands of closing calls.

I teach, train, write books on phone scripts, and develop customized phone scripts and inside sales training programs for sales teams worldwide.

You’d think that I would never get tripped up by or neglect the fundamentals of sales, right?

Wrong.

Just this morning (April 28, 2017), I was on the phone with a new prospect and he was asking me about my background, my training methods, etc. We had good rapport. He was an inbound lead. We really connected and he was interested. This was a slam dunk, right?

As we got to the end of the call, I was positive I’d be getting on a plane in the next couple of weeks to work with this prospect. And that’s when I asked a qualifying question that I neglected to ask upfront: “What is your timeline for this training?” He told me, “Sometime in the Fall.”

So, after a ½ hour on the phone, this call went….nowhere. Where did I go wrong? When he asked me what my process was when working with companies, I should not have assumed he was ready to go. Instead, I should have done what I teach: Qualify.

And the first thing I should have qualified for was his urgency to make a decision. By the way, I normally do this, but because the rapport was so strong, and, again, he was a call in lead, I assumed he was all set. He wasn’t…

Here are some ways to qualify for timeline:

For an inbound call, what I should have done (and will not be skipping again!) is ask:

“First off, I generally book several months in advance, so let’s talk about when you need this training – if everything goes well during your discovery process, when is the soonest you’d like to have this training delivered to your team?”

If he then told me it was six months off (“in the Fall”), I’d have given him an abbreviated pitch, and then told him I’d circle around with him in September.

If you are prospecting to set an appointment or a demo, then the following scripts to qualify for timeline are what you use:

“If you like what you see after the demo, what would be the next steps on your side?”

OR

“If you think this solution is what you’re looking for, what would be your timeline for putting something like this to work for you?”

AND

“If after the demo this is something you’re interested in taking advantage of, could you implement this in the next couple of weeks?”

Qualifying for timeline upfront is crucial to not only closing more sales, but also to avoiding objections at the end like, “I want to think about it…”

Use any of the scripts above, or rewrite them to fit your personality, product or service.

Take my word for it: It’s MUCH better to know in advance when your prospect is thinking of buying.


Mike is the go-to inside sales trainer and phone script writer in the industry. He is hired by business owners to implement proven sales processes that help them immediately scale and grow Multi-Million Dollar Inside Sales Teams. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

http://articles.submityourarticle.com/why-qualifying-for-timeline-is-important-372473

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You only have 60 Seconds – How to Develop an Effective Elevator Pitch

Take some time now to develop your own, concise and compelling elevator pitch and then replace your monologue with a more effective opening. Your customers (and your bank account) will thank you for it.

How to Develop an Effective Elevator Pitch
By Mike Brooks

Many inside sales reps (outside reps, too!) struggle when trying to describe their company, products and services, in a succinct and compelling way that engages a prospect and makes them want to hear more.

Instead, a typical opening delivered to an unsuspecting prospect usually sounds more like a monologue meant to repel interest and generate the impulse to get off the phone as soon as possible. I’m sure you’ve been accosted in this way with something like:

“Oh hi, this is _______ _______ with ________ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world. We offer one of the lowest overall freight charges on transportation, and also on packaging and supplies. We’re going to have a representative in your city next week and we’d love to stop by to share some information with you and learn more about your business to see how we can help save you money and time as well. Would you be available next Wednesday at 2pm or would Thursday at 4pm be better?”

And companies and sales reps wonder why they aren’t successful…

Rather than break down everything that is wrong with this opening (how about everything?), what I’m going to do instead is give you two rules for developing an effective elevator pitch and then some examples that you can plug your product or service into.

Here are the two rules:

1) Make it brief – one sentence is best, two short ones if absolutely necessary.
2) Focus it on the direct benefits to your specific type of customer.

Remember, this is an “elevator pitch” designed to inform and grab interest in a prospect during the time you’re in an elevator together. Try working with the examples below:

Elevator pitch example #1:

” _________, we work with small business owners helping them save on average 20% on their shipping costs while also increasing their efficiency and tracking. To see how we can help you, I’d like to schedule a brief, 10 minute meeting next week…”

Elevator pitch example #2:

” ___________, we make inside sales teams as much as 33% more productive by providing them with a best practice approach that helps them cold call more effectively and close more qualified prospects. This means an immediate bump in revenue and profits often within the first 30 days…”

Elevator pitch example #3:
” ________ the ABC company gives homeowners complete peace of mind by eliminating routine maintenance costs and insuring against unexpected expenses. I’ve got just two questions to see which of our plans might work for you….”

Elevator pitch example #4:

” _________, our motto is: “A guaranteed comfortable night’s sleep or your money back.” Now, have you ever tried this luxury brand of mattress before?”

Elevator pitch example #5:

” __________, at XYZ advertising, our small business clients get the most comprehensive online exposure, the certified highest traffic and the most qualified leads in the industry – all at the guaranteed lowest rates. Where are you currently advertising online now?”

As you can see by the above elevator pitches, not only are they short and focused on the benefits to a specific customer “small business owner” or “homeowner,” but they often end with a qualifying question, “have you ever tried,” and “where are you currently advertising online now?”

By ending with a qualifying question, you are not only engaging your prospect, but you’re also learning about their buying motives and uncovering their level of interest as well.

Take some time now to develop your own, concise and compelling elevator pitch and then replace your monologue with a more effective opening. Your customers (and your bank account) will thank you for it.


Mike is the go-to inside sales trainer and phone script writer in the industry. He is hired by business owners to implement proven sales processes that help them immediately scale and grow Multi-Million Dollar Inside Sales Teams. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

inside sales training,sales tips,colding calling scripts,appointment setting scripts,sales scripts,elevator pitch scripts,nbsp

http://articles.submityourarticle.com/how-to-develop-an-effective-elevator-pitch-371513

Voice Mail: 5 Proven Techniques That Get Your Calls Returned! (Part One)

Voice Mail: 5 Proven Techniques That Get Your Calls Returned! (Part One)
By Mike Brooks

Here are five proven techniques that give you the best chance of getting your voice mail messages returned:

Proven Technique Number One: Don’t even leave a voice message! Sounds strange, huh? Well the truth is the best technique to follow when trying to reach a prospect for the first time is to persevere and call five or seven or even ten times first before leaving a message. Your goal is to catch them picking up the phone and having a conversation rather than leaving multiple unreturned voice mails.

Try calling at different times in the day, and even several times on Friday. Fridays are the most relaxed days and most people are getting ready for the weekend instead of gearing up for the week. The worst day to leave a voice mail? Monday.

One caveat: For those of you who are worried that when you do finally catch someone who picks up the phone and is upset that you didn’t leave a message (yet they saw you called several times), be prepared with a good script! Something like: “I didn’t want to bother you with several voice mail messages, so I decided to just try to catch you instead. Anyway, I’m glad I did….”

Persevering in this way is the best way to actually get someone on the phone and because most sales reps won’t do it, you’re going to be way ahead if you do.

Proven Technique Number Two: You must script out an effective voice mail message in advance. Nothing will get your message deleted faster than the sound of an unprepared and unprofessional message filled with um’s and uh’s.

As soon as a busy prospect hears that kind of message, especially from someone they do not know (and from a sales person on top of that!), they automatically reach for the delete button. Don’t you?

In addition, you want to make sure your scripted voice mail has these three elements: 1) Put the focus on your prospect – NOT on your product or service. 2) Don’t ever say, “I’d like to take some time to learn more about you…” 3) Leave your number SLOWLY and twice.

As you’ll see in the following examples, most sales reps leave a message that is all about them – this never works. Second, sometimes they think that by wanting to “learn more about how you handle..” they think that they are putting the prospect first. WRONG. All the prospect is thinking is they don’t want to take valuable time to educate you so you can sell them.

And three, the worst technique of all is leaving your phone number so quickly that you force your prospect to replay your message over and over again just to get your phone number. Yeah, right, like anybody is going to do that…

Here is an example of what to do and what not to do:

Proven Technique Number Three: Turn a bad VM message into an effective one:

The WRONG way to leave a VM (and unfortunately, how most people do it):

“Hi this is (Your Name) with (Your Company), and we offer shipping supplies and packaging for all your shipping needs. The reason I’m calling is to learn a little more about your business and to find out more about your shipping needs and see if we can save you some money. If you would call me back at (888) 555-1234 that would be great. Look forward to hearing from you soon.”

This message checks all the “do not do” boxes I’ve listed in technique number two. It’s all about the caller; it wants to take time from the prospect so they can “pitch” more, and the number was only left once.

Here is the RIGHT VM to leave:

“Hi (Prospect’s name) this is (Your Name) with (Your Company). We offer discounted shipping supplies and packaging, and if you’re like most companies we work with, then you’re probably paying too much! Our clients save between 10 to 15% each month and get better service guaranteed. To find out how much you can save, just give me a call at (SLOWLY Leave Your Phone Number.)

Once again, my name is (Your Name), and my toll free number is: (Leave Number Slowly Again). If I don’t hear back from you in the next couple of days, I’ll reach out to you again. If you’d prefer to be taken off our list, or if you’d prefer to get some information by email, just give me a ring and leave me a message. Talk to you soon!”

This VM is effective because first of all it is focused on the prospect and what’s in it for them (10 – 15% savings). The phone number was left two times slowly. But the magic technique was:

You gave your prospect a way out! You let them know that they can simply call you back, leave you a message (so they won’t have to speak with you nor be pitched when they call), and they can remove themselves from being called by you again if they aren’t interested! This is good for you, too, as you won’t waste your time with uninterested prospects.

One note: If you find the above message too long, then edit it! Script your VM the way you like it and then use it consistently. In fact, spend some time now reworking your existing voice mail message so that conforms to the rules above.

Techniques number four and five will be revealed in next week’s article!


Mike is the go-to inside sales trainer and phone script writer in the industry. He is hired by business owners to implement proven sales processes that help them immediately scale and grow Multi-Million Dollar Inside Sales Teams. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

http://articles.submityourarticle.com/voice-mail-5-proven-techniques-that-get-your-calls-returned-part-one–371701

Left Message?? – 5 Proven Techniques That Get Your Calls Returned! – Part Two

So there you have it: The Five Proven Voice Mail Techniques to get your calls returned. Follow them and you’ll be much more successful than you are now. Don’t follow them and, well, you already know how that goes…

Voice Mail: 5 Proven Techniques That Get Your Calls Returned! (Part Two)
By Mike Brooks

Last week I gave you the first Three Proven Techniques to help you increase your chances of getting your calls returned. Now let’s look at the final two:

Proven Technique Number Four: Combine your voice mails with an email campaign for maximum effectiveness. The number one law in all marketing is repetition. That’s why Coke-a-Cola still buys millions of dollars of ads every year.

It’s the same with getting your prospects to notice you. The most effective way is by using a two month long campaign that goes like this:

First: Try to reach someone for a couple of weeks without leaving a VM. Week One: Leave one VM and follow it up with an email that same day. Then leave a second VM that same week. Week Two: Send email #2, then leave a VM at the beginning of the week and on that Friday. Week Three: Send an email at the beginning of the week and at the end. Leave a VM in between. Week Four: Send another email on Tuesday, and leave a VM on the Thursday. Month Two: Send either one email or leave one VM per week for four weeks. Also: Call in between and don’t leave a message.

Anytime between week two and three, one of your emails needs to be the “Should I Stay or Should I Go” email. If you’ve not heard of this email, then your return contact rate is about to go up by 60%! It goes like this:

Your subject line is: (Prospect’s First Name) Should I Stay or Should I Go?

Body of email:

Dear _________,

I haven’t heard back from you and that tells me one of three things:

1) You don’t have a need at this time or you’ve already chosen another company for this.

2) You’re still interested but haven’t had the time to get back to me yet.

3) You’ve fallen and can’t get up, and in that case please let me know and I’ll call 911 for you…

Please let me know which one it is because I’m starting to worry.

Honestly, all kidding aside, I understand you’re really busy, and the last thing I want to do is be pain in the neck once a week. Whether your schedule has just been to demanding or you’ve gone another direction, I would appreciate it if you would take a second to let me know so I can follow up accordingly.

Thank you in advance and I look forward to hearing back from you.

Kind Regards,

If you’re smiling from reading this, so will your prospect! Again, this is a high percentage email that gets a response about 60% of the time. Compare that to your current results.

Proven Technique Number Five: If your VM and email campaigns don’t work, then consider going that extra mile – as a top producer once said, “The extra mile is never crowded.” Even though a prospect may not be in the market now, as we all know, things change. And when they do, you want to be top of mind so they’re thinking about you when they are finally ready.

The most effective way to do this is by sending physical greeting cards. And the easiest way to do that is by using a company I use called Send Out Cards. (You can learn more about them here: www.SendOutCards.com/mrinsidesales )

I’ve been using SOC for years and they have made me a lot of money in sales to prospects I wouldn’t have gotten if I hadn’t been drip marketing to them regularly. I love SOC for many reasons including:

1) It’s extremely affordable to send a high quality card with a real stamp 2) It’s easy and fast – you create the cards in advance and they send them automatically without you having to do anything! 3) You can build “campaigns” so you can send cards at any interval you choose (and you can build lots of campaigns). 4) Every card is completely customizable – you can choose from 15,000+ of theirs (and include your own message) or you can completely create your own with your own images. 5) It’s highly effective. In fact, did you know that the number one salesperson in the world – according to The Guinness Book of World Records – is a guy named Joe Girard? He was a car salesman and he sold an average of six new cars EVERY DAY! How did he do it? He sent a card to every customer and every prospect every month (and one for Christmas), 13 cards in all.

Joe was so successful, that people had to make appointments with him to buy a car!

The good news is that sending physical greeting cards works in your business as well. And www.SendOutCards.com/mrinsidesales can make it easy and effective for you.

So there you have it: The Five Proven Voice Mail Techniques to get your calls returned. Follow them and you’ll be much more successful than you are now. Don’t follow them and, well, you already know how that goes…


Mike is the go-to inside sales trainer and phone script writer in the industry. He is hired by business owners to implement proven sales processes that help them immediately scale and grow Multi-Million Dollar Inside Sales Teams. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

http://articles.submityourarticle.com/voice-mail-5-proven-techniques-that-get-your-calls-returned-part-two–371702

Start at the Top: How to Build Instant Rapport with “C” Level Executives

If you follow the above techniques, you’ll at least separate yourself from all your competition who is calling them, and you’ll have the best chance of actually connecting with them and having a chance to get your value statement across. The point of all these tips is that you have to connect with your “C” level exec and meet them on their level. You can’t just go into your pitch at your own speed and expect them to politely listen. They won’t. But if you follow these techniques, you’ll have the best chance of actually connecting with them and having a chance to get your value statement across.

How to Build Instant Rapport with “C” Level Executives
By Mike Brooks

I was asked by a client to make some cold calls into an upper “C” level suite to set appointments for his outside sales team, to show the inside team how it’s done. His inside team first of all had trouble getting these busy people on the phone, and then getting past the first paragraph of their script before getting cut off.

I had listened to these calls and immediately recognized the problem: the reps weren’t taking the time to immediately assess the prospect’s mood and connect with them, therefore they were coming off like sales reps — and the executives who they did reach weren’t having any of that…

If you call into the upper “C” suites, here is what I did (and you should be doing) to connect with and give yourself a chance to have a conversation with them.

1) First of all, before you leave a voice mail, try calling three to five times to try and reach them first. Vary the times of your calls, and on same day and on different days, to see if you can reach them.

I have done this for many years and it’s amazing how lucky you’ll get if you just persevere.

2) When you do get them on the phone, immediately assess their style of communication by how they answer the phone. Are they in a hurry? Are they a driver? Or, are they laid back? Relaxed and at lunch?

It’s crucial that you match their pacing and their energy or else you’ll just telegraph that you’re a sales rep who is going to waste their time.

For example: When one COO answered the phone, he was short and somewhat demanding. I immediately said: “John, thanks for picking up the phone, I’ll make this brief…” Then I went into a two sentence value statement and asked him a question. He was appreciative that I didn’t begin reading a sales pitch at him and gave me a considered answer to my question.

3) This is important: If you find someone who seems somewhat laid back or at least not in a hurry to bite your head off, then connect with him by talking about something else – briefly – before you pitch him.

For example, I called into a company and the hold music was the rock song, “Sweet Home Alabama.” When the prospect picked up the phone, I immediately complimented him on the hold music and asked him if that was his personal choice. He said it came with the phone system and we talked about the song briefly. Only after that did I tell him who I was and begin my pitch.

This technique also works well with subjects like the weather (is it hailing there, too?), and the day of the week “I hope Monday is treating you O.K.” or “I don’t know about you, but I’m happy it’s Friday…”

By the way, it’s always best to lead off with these kinds of rapport building techniques before you announce your name and company name. If you announce first, then you’ve put the “salesman” target on your forehead and it’s too late. But the key is you must have the right personality to do this with. If you try this with a driver, your call will end right there…

4) Be absolutely prepared to overcome the “I wouldn’t be interested,” blow off. You must have an effective comeback to that blow off memorized and be ready to rapid fire it off, because if you get that from a “C” level exec, then you’ve got a nano-second to recover.

I like something along the lines of: “That’s fine and I’m not trying to sell you something today. Instead, I think I have an alternative solution for you r (XYZ), and just want to find the best way to show it to you – believe me, you’ll be happy you learned about it…”

5) “Briefly” is a word that gives you the best shot of giving your next couple of sentences. Try: “_________, thanks for taking the call, briefly, what I’m calling you about is….” And then make it BRIEF. Get to a question quickly to either engage your prospect or give him the chance to tell you he’s still not interested or he’s not the right guy/gal, etc..

The point is to engage your prospect – not talk at them.

6) Let your prospect talk! After you’ve got your two sentences in (better make them good!), it’s time to let your “C” level executive talk. DON’T interrupt. Hit your Mute button. These guys and gals are used to talking and to having people listen. If you do that, you’ll gain their respect and they’ll give you a chance to speak when it’s your turn (usually).

The point of all these tips is that you have to connect with your “C” level exec and meet them on their level. You can’t just go into your pitch at your own speed and expect them to politely listen. They won’t.

But if you follow the above techniques, you’ll at least separate yourself from all your competition who is calling them, and you’ll have the best chance of actually connecting with them and having a chance to get your value statement across.


Mike is the go-to inside sales trainer and phone script writer in the industry. He is hired by business owners to implement proven sales processes that help them immediately scale and grow Multi-Million Dollar Inside Sales Teams. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

How & Why to Re-qualify Existing Prospects and Clients

Just because you think you know something about someone, you can still learn more. Think about it: When was the last time you were able to thoroughly qualify someone on the very first call? It probably took a few, didn’t it? When you use these kinds of re-qualifying questions, you’ll be in a much better position to completely qualify an opportunity. And that can only lead to more business.

How to Re-qualify Existing Prospects and Clients
By Mike Brooks

One area many sales reps struggle in is how to re-qualify existing accounts, or prospects they haven’t spoken with in a while. Let’s first establish the need to do this, and we’ll address exactly how to do it.

First let’s acknowledge that all things change. In fact, someone once said that the only thing that doesn’t change is change itself. It’s constant. And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today.

In addition to their duties changing, their areas of responsibilities change also. Someone who was responsible for handling lead flow may now also be in charge of ordering those leads. Or someone who was responsible for one area of the business (and ordering) may have given that responsibility to someone else.

The bottom line is that it’s important to do more than just, “Oh hi, just calling to see if you need anything?” Today, it’s important that you re-qualify the person you’re speaking with and try to find as many opportunities as possible to sell your product or service.

One of the biggest problems sales reps have is knowing how to transition into requalifying. The resistance I get from sales reps is, “But I spoke with him three months ago! I already know what he does.”

“Yes,” I answer. “But how many times have you found that things have changed since then?”

If you’re honest, the answer is it changes all the time.

So what you need to begin the requalifying process is a good transition sentence, a soft approach, so you can begin requalifying and get the updated information that often makes the difference between a successful call and one that results in nothing at all.

Here are some examples of transition sentences. Remember to adapt them to fit your personality, your product and service:

Transition sentence one:

“________, since it has been a few months since we’ve spoken, let me just make sure my information is correct. Besides yourself, who else handles…”

[This is an assumptive way to find other decision makers in the company…]

Transition sentence two:

“___________, let me get up to date on things with you. I know that last time we spoke you said you handled (X); what else are you responsible for these days?”

Transition sentence three:

“Because things change all the time, let me just ask you a couple of quick questions to make sure I’m up on things on your end. For example, what other products are you handing these days?”

Transition sentence four:

“___________ I’m updating the information on all my accounts this month – do you mind if I just verify a few things?

Great! What is your current extension?

How about your direct phone number? Cell? Email?

And are you still the only contact for all the printing needs there?

What other things are you handling?

How about other departments – who would I want to speak with…

How about your need for (X) – where have you been sourcing that these days?

What would you need to see from us to begin placing an order for that also?

[I’m sure you can think of more…]

Transition sentence five:

“_________, I know the last time we spoke you told me you handled (X), is that still correct?

Great. What else are you in charge of?

How are you handling your (XYZ)?

What other departments are handling the (ABC’s)?

And what other products are you in charge of?

And remind me again of the decision process there?

How about timeline?

And besides yourself, who else would weigh in on this?

And so on…

As you can see, just because you think you know something about someone, you can still learn more. Think about it: When was the last time you were able to thoroughly qualify someone on the very first call? It probably took a few, didn’t it?

When you use these kinds of re-qualifying questions, you’ll be in a much better position to completely qualify an opportunity. And that can only lead to more business.


Mike is the go-to inside sales trainer and phone script writer in the industry. He is hired by business owners to implement proven sales processes that help them immediately scale and grow Multi-Million Dollar Inside Sales Teams. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

How & Why to Re-qualify Existing Prospects and Clients

You’re Losing Sales for this One Simple Reason

If you follow the advice below, you will not only know how to get this crucial information, but you’ll also separate yourself from 90% of the other sales reps who just don’t know how to qualify influencers properly

How to Qualify an Influencer<
By Mike Brooks

If this were a perfect world, when prospecting and qualifying we would always get to speak with the decision maker and, while questioning them, we would discover that they were looking for our solution, and that they have the budget and authority to make a decision. Furthermore, when asked about their timeline for making a decision, they would reply, “Can you get it here yesterday?”

Too bad we don’t live in a perfect world…

Instead, it’s more likely these days that we don’t get right through to the decision maker – or to that mysterious “committee” that is going to decide at some undisclosed point in the future – instead, there are usually some layers to go through first, before our product or service can finally get to the right set of eyes.

Usually the person standing in the way of the final decision maker is an influencer – someone who might weigh in on the decision but who doesn’t have the final authority to make the ultimate decision.

Now here’s the key: just because an influencer doesn’t have the authority to make the final decision, that’s not to say they don’t know other crucial information that might help you navigate the decision tree and ultimately make a sale.

Unfortunately, many sales reps are terrible at vetting or qualifying the influencer, so they just send their information and then hope for the best.

If you follow the advice below, you will not only know how to get this crucial information, but you’ll also separate yourself from 90% of the other sales reps who just don’t know how to qualify influencers properly.

Questions to ask: Even though your influencer might not be the final decision maker, they often have some insight into what the decision is looking for, or what their interest in your product or service is.

Because this is true more times than it isn’t, you must always ask any of the following questions to get this insight. If the person you’re talking to is hiding behind the real decision maker, then ask things like:

“_________, you probably work quite closely with (the decision maker), tell me, how open are they to adding (your product or solution)?”

OR

“_________, in terms of what you know, what is their (the decision maker or committee’s) timeline for putting something like this into effect?” OR

“What other solutions are they considering right now?”

AND

“How do you get involved in the decision on something like this?”

OR

“How much influence (or input) do you have on the final decision?”

AND

“How closely do you work with (the decision maker or committee)?”

[If they are involved]:

“What are you recommending they do?”

OR

“From what we’ve just gone over, do you think this is something that would work for them?”

AND

“Give me your thoughts on how (the decision maker) is going to decide who to pick for this”

OR

“From what you know, what is (the decision maker) looking for in a solution like this?”

AND

“Given what you know about the urgency for making this decision, how soon do you think they will decide on a solution?”

AND

“In terms of budget, what are they thinking?”

AND

“From your perspective, what is involved in their decision process?”

OR “How many other vendors are they going to look at before they make a decision?”

AND

“From the other companies they’ve looked at, who are they leaning towards now?”

AND

“Is the company they’re using now still in the running?”

AND

“How likely do you think they’ll just use the same company they’re using now?”

AND

“What do you think it will take for them to choose a different solution from who they’re using now?”

AND

“Is there any reason you can see that they wouldn’t move forward with something like this?”

AND

“Is there anything you can think of that I should know that’s important for them in making this decision?”

AND

“What do you think I need to do to have the best shot of earning their business?”

As you can see, there are many areas and many questions you can ask which will give you tremendous insight into the sales process – if you just ask.

Is the influencer going to know any or all of this? Of course not! But, again, more times than not, they’ll know a lot more than you might think.

And if you begin asking some of these questions, you will know it, too!


Mike is the go-to inside sales trainer and phone script writer in the industry. He is hired by business owners to implement proven sales processes that help them immediately scale and grow Multi-Million Dollar Inside Sales Teams. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com

When you realize no one is really ever “All Set” you’ll make more sales.

Your goal isn’t to try to overcome this – rather, it’s to sidestep this resistance statement and get information you can use to create value and continue the conversation.

Ten New Ways to Handle, “We’re all set”
By Mike Brooks

I receive emails from my readers all the time asking me how to handle various objections and resistance statements. A common request I get is how to handle the initial resistance statement “We are all set.” A variation of this is anything along the lines of:

“We are O.K. with our present system”

OR

“We’ve already got a company that handles that”

OR

“We’re fine for right now”

As you can see, these are all basically the same, and, more importantly, they aren’t objections – rather they are initial resistance statements or blow offs. Essentially they are saying something along the lines of: “I’m not interested in being pitched right now, please go away.”

Now here’s the thing: Because this is simply resistance and not an objection (it’s not an objection because you haven’t pitched your product or service yet. It’s like when you walk into a department store and the sales rep asks if they can help you and you blow them off with, “I’m just looking.”) Again, “We’re all set” is not an objection, just sales resistance.

And the key to handling resistance is NOT to try to overcome it (remember it’s not an objection) but rather you simply want to bypass it and get into your pitch.

So, with that in mind, here’s how you handle the “We’re all set” blow off or/and any of its variations:

“We’re all set”

Response One:

“That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Let me ask you…”

Now get into your qualifying questions…

Response Two:

“Most companies I speak with are ‘all set’ and that’s why I’m reaching out to you now – I want to give you an option for the next time you’re in need of this. Let me ask you…”

Back to qualifying…

Response Three:

“No problem. Let me ask you: the next time you’re in need of this, what’s number one on your wish list?”

Response Four:

“I understand – I didn’t expect to catch you in the market right now. Instead, let me get an idea of your perfect profile, and then I’ll send you some information you can keep on file next time you need this…”

Now re-engage by asking a qualifying question.

Response Five:

“Got it. Let me ask you: the next time you are in need of this, are you the right person to speak to about it?”

If yes, then qualify them for that next time – especially asking about timeframe, budget, etc.

Response Six:

“Understand, and let me ask you: When is your next buying season for this?”

Then keep the conversation going by asking additional qualifying questions…

Response Seven:

“That’s fine; I totally understand. And let me ask you – the next time you’re in the market for this, how many companies are you going to reach out to?”

And then ask how you can become one of them, what their budget is, who the decision makers are, etc.

Response Eight:

“No problem. What you might find helpful is to know about our special pricing and the additional services we provide. Did you know that….”

Then pitch one or two things you do that others don’t – and use a tie down!

Response Nine:

“I’m glad you said that. What I’ve found is that those companies who are already using a vendor for this are surprised to learn that….”

Give them a shocking statement about how you’ve just been rated number one, or that you give free delivery, etc. Something that will peak their interest…

Response Ten:

“No problem. Could I be the next in line company you call the next time you’re in the market for this?”

If yes,

“Great, let me get your email and send you my info…”

Then:

“And just out of curiosity, what would have to change for you to even begin looking at someone else?”

Look for an in here…

So there you have it – ten new ways of handling this age old blow off. Just remember, your goal isn’t to try to overcome this – rather, it’s to sidestep this resistance statement and get information you can use to create value and continue the conversation.


Mike is the go-to inside sales trainer and phone script writer in the industry. He is hired by business owners to implement proven sales processes that help them immediately scale and grow Multi-Million Dollar Inside Sales Teams. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting: http://www.MrInsideSales.com