A discussion about sales, sales tips and advice, and about those who land the deal

Here's another great telephone sales tip from Jim Domanski, a longtime expert in effective selling over the phone:

Another approach is to give the prospect the time needed, but put a time limit on her pondering. The exchange looks something like this:

Prospect: "Well, let me think about it."

Rep: "I understand completely, Ms. Thomas. A decision like this needs some time. And what I would like to recommend is that I give you a call next week to get your thoughts and to determine the next steps. How does Wednesday at 8:45 look on your calendar?"

If the prospect accepts the recommendation, the objection is probably legitimate. The client needs time for whatever reason. You know this because she has agreed to a specific time and date. It shows commitment. Again, the key is to not only get a follow-up date, but also a specific time.

This approach is non-threatening and ideal for prospects who legitimately want more time. They will appreciate your courtesy and understanding. That's why you deliberately empathize with the prospect by saying you "understand." These types of prospects don't like being cajoled or pressured. If you push too hard, they will say no to your offer because they don't like you and your 'aggressive' approach. Your offer could be extremely valuable and well priced but these prospects value trust and relationship more.

If the prospect balks at your first suggestion, try another date and time and see if he responds positively. If he balks again, ask when would be a good time and date. If he cannot make a commitment, chances are he is brushing you off and your time is probably better spent elsewhere. 

I especially like the phrasing the Jim recommends using when setting up a future appointment: "How does next Wednesday at 8:45 look on your calendar?"  I love that wording, because if you get a positive reply and commitment, its probably going to be after they have literally "looked" to see if that's a good time for follow-up.