When A Sales Person Gets Nervous, Bad Things Happen
Had a frantic call from a client who had proposed a solution to one of her prospects. Earlier this week, she got an email from the prospect who “sounded like he was having second thoughts about the deal” she had proposed.
Luckily, she called me before she called him.
What I found was someone who was ATTACHED to a “Yes.” Not a good place to be.
We worked through the process and what had happened. His email sounded not like someone who was backing out–but as someone who was confused and overwhelmed.
My Recommendation
Call him and have an informal conversation with him—without trying to convince him — or defend your solution. Just talk.
Say, “Herbie, I received your email. Am happy to talk through some of your points. It sounds like I haven’t explained things very well to you. Is this a good time to talk?”
Very simple. Elegant. No pressure. No attachment. I’m all for being aware of yellow flags–and listening to what’s NOT being said as well as what’s being said– and addressing them, but sometimes you just need to relax.
Sales Training Q&A #16: How to Increase Lead Generation
During these tough times its hard to come up with more leads, especially when people are not really looking to spend a lot of money. Bill Caskey gives you a couple of tips on how to increase your lead generation. This is very helpful and short, check it out! Make sure you check back next week for the next episode of Sales Training Q&A.
Sales Training Q&A #16: How to Increase Lead Generation from Joe Kelner on Vimeo.
ales Training Q&A #14: Common Mistakes Salespeople Make
The message or concept you are trying to convey to your prospects is one of the most vital things to get across effectively to be a successful salesperson. Your message represents your product/service, the comany you work for, and mostly yourself. In this week’s episode, Bill Caskey discusses the six common mistakes salespeople make with their messages. If you notice that you are making one of these mistakes, try Bill’s solution and see the amazing changes! Make sure to checkback next week for the next episode of Sales Training Q&A.
Sales Training Q&A #14: Common Mistakes Salespeople Make Regarding their Message from Joe Kelner on Vimeo.
Sales Training Q&A #13: How to Keep Your Sales Cycle on Track
Many people, sales managers especially, struggle with keeping their sales team and their sales cycles on track. Having a clearly laid-out sales cycle prevents deals from getting stalled as well as keeping you prospects engaged in your product or service. In this week’s episode of Caskey Q&A, Bill Caskey discusses some ways that you can do to better organize your sales team to make sure you follow a sales cycle. Make sure you check back next week for the next episode of Sales Training Q&A.
Caskey Q&A #13: How to Keep Your Sales Cycle on Track from Joe Kelner on Vimeo.
