How often have you been told, "It's not in the budget"? That's probably one of the most common sales objections that people give you. And, it's really totally irrelevant to their actual situation. First off, if you get that objection -- it's because what you said is too darn focused on your own product or service. You sound like a self-serving salesperson and they just want to get rid of you.
When I got the message below from Daniel McLellan, I had to share it with you. The way he "closes" his emails is much better than what I recommended in my new Ultimate Guide to Email Prospecting. <Click here to get your free copy!>
Why is it better? The person on the other end feels like they're talking to a human being, not a salesperson. It reduces their defensive responses and opens them to actually talking with you -- just like you're talking to them.
But enough of my pontificating. You need to read what he wrote:
Stymied about what to say when you contact a prospect?
It's especially tough if you feel like you don't know enough about their organization to craft a relevant message. Recently, Katrina wrote to me about her frustration with pre-call sales planning:
If you sell to the corporate market, having a strong value proposition is critical. It helps you set up meetings with crazy-busy prospects. And, it helps them understand the value they get from changing from the status quo -- something they're loathe to do.
In my new Slideshare presentation, you'll discover how to craft powerful, customer-enticing value propositions that change everything.
It came via email ... and it's from a big, well-known sales training firm! When I read it, I was appalled at how out of touch this company was.
As you read it, imagine you're the VP of Sales for your company. You're swamped. An important customer is upset. You've had some turnover recently. You're reading it on your cell phone -- and your inbox is full.
Have you ever had your prospects rave about your emails? Mine do! And it's all because of one one little thing that I do that:
What is this one little thing?
We all know how important it is to be a good listener. But I'm the lone voice in the wilderness talking about the vital importance of hearing. And I mean hearing from your customer's perspective. It's a grossly undeveloped sales skill in most sellers because no one has ever told them it's important or how to do it.
MARTY'S QUESTION: You often mention that it's bad to follow up with prospects by saying, "I'm just touching base." I'm struggling to find a decent alternative. What do you recommend?
It's true. I'm advocating that you go into a sales call totally stark raving naked. But I'm dead serious. All those brochures and handouts you bring into your initial sales meetings are actually getting in your way of making a sale.
I was sitting next to Brian, one of my client's customers. The previous day, I'd led a "Selling to Crazy-Busy Buyers" workshop at their annual sales meeting. Today, he was speaking on how to best work with people just like him.
I was delighted my client was bringing the actual "voice of the customer" into their sales meeting. That is, until I asked Brian how he liked to be approached by new salespeople. He was quick to respond - and very emphatic: