Tweet

7 Sales Management Training Drill for Handling “I’m Interested, but I’ll get back to you.”

Guest post by: Sam Manfer

Article Overview: Prospects show interest, yet leave sales people hanging with false hope. Learn how to turn interest into a quality lead, or realize it’s a dud.

7 Sales Management Training Drill for Handling “I’m Interested, but I’ll get back to you.”

Prospects lose interest in your pitch for many reasons. So before they do, use it to meet more and higher level people to generate shared interest. Prepare Yourself

1. Your attitude has to always be, "Get to the leaders." A prospect's interest doesn't mean much if you haven't talked to the leader. Subordinates can be helpful, but don't expect them to sell your offering to their bosses. It requires effort and risk for a questionable reward for them.

2. Whenever you approach an opportunity or prospect, ask (in your own words), "Who else will be involved and who do those people report to?" You can't depend on your contact to generate interest in all the other people who will have a say in the purchase. If your contact is interested, get him or her to introduce you to the other people.

3. Always think and always say in your own words, "It's important that I know who the leaders are and I get to them." It's important that you do. Believe it and think it. If you do, you'll ask those contacts to introduce you because you want to make the sale. You can not be reluctant to ask. What's the worse that can happen? If they say, "No," ask, "How come?"

4. Believe that you can and believe that you will get to the leaders. Then it will happen and you'll have the opportunity to interview the ultimate decision makers. You know you can get to the top. Consider when you were losing a sale and you got to the leader person to plead your case. Well, get there early and you'll become the winner, and no one will be able to change that.

Tak'n It to the Streets

5. When the prospect shows signs of interest, ask immediately, "Who else would also have to be interested?" You want him to divulge info while he's still anxious for more of your presentation, and before he shuts you out with, "I'll get back to you." If he refuses to tell, ask him what his concerns are. Obviously he's not sold yet and wants to keep you back until he is. His answer to the concerns question will tell you what else you've got to do to win him over.

6. When the prospect wants the pricing or a presentation, always say to yourself or your associates, "This decision will be made at a higher level and if I give all the information to this subordinate, I'll never get a chance to make a case to the real decision makers."

7. Now practice with a real person. Practice is what makes people great. What will you say when s/he shows interest? What will you'll say to that contact to side step giving the price? "Before I quote or present, I'd like to talk with these people to understand their expectations to make sure I've got everything included." For a presentation say, "Before I present, I'd like to talk with these people so I can be sure to cover what they're interested in." And after either say, "Will you arrange that?"

Practice these before every sales call so that you're conditioned and ready to respond when they come up.

Related Articles
  The "Video Role Playing Is Counterproductive" Myth
  Handling the Greatest Source of Failed Closes
  Handling Objections in Four Simple Steps (Really)
  Make More Sales By Avoiding The Product Trap
  Sales Training, without supporting Sales Management Training,
  Is Your Sales Training Missing These Ingredients?
  Train the Trainers on the Art of Handling Difficult People By Thinking Proactively
  What Makes A Great Sales Training Book?
  PMP Certification: Route to success
  Sales Training for Senior Manager Performance Improvement
  Living the IT way with ITIL certification
  The 3 Keys to Successful Sales Management
  Handling Price Objections Should Not Mean Price Reduction
  Handling The Price Objection
  Sales Training Courses that Bring Lead Generations to Life
  C-Level Sales Training Tip 2 – The Prospect Seemed Interested, but the Sales Cycle Is Stalled
  A Marketing Lesson From The Godfather
  Is Your Sales Team Growing or Just Comfortable?
  Some sales managers are Idiots
  Taking Exception To America

Article Tags: or realize its a dud, Prospects show interest, yet leave sales people hanging with false hope Learn how to turn interest into a quality lead



Related Forum Posts
7 words or less for Structogram - Some "7 words or less" (more or less) for Structogram for your comments: Training to get your message across(6) Secrets to get your message across (6) Training so people will listen to you (7) Helping you get your message across (6) Training to learn to get your message across (8) Communications training for yourself and your team (7)
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Seek Venture Capital & Funding - Hello, Greetings from India. I am Seeking Venture Capital for Offshore Software Company Start-up. Need advise along with Business Model Sample. I have a basic outline for an offshore company. 1. Technology - like Microsoft Dot Net, Java, LAMP 2. Talent Team - Found Good Technology Developers. 3. Where I can get the leads/potential customers - Leads have been identified who are willing to move forward offshore projects. 4. I do not have resources like funding. It is a very critical factor to me Industries: Manufacturing, Real Estate, Retail, Insurance, Distribution & Logistics, Healthcare, Industry Associations and Software Product Development, Agricultural Industries and Etc. Services: Offshore Software Development Company. Offices to be located: Hyderabad, Andhra Pradesh, India and USA. Products/Services/Applications in areas like POS & Billing, Sales & Distribution, Production Planning, Material Management, Inventory Control, Plant Maintenance, Purchasing, Accounting and Logistics. Dynamic Web Programming with Database Driven Content Management Systems, Online Stores for E-Commerce, B2B Solutions, Community Portals, Website Redesign and Development, Custom ERP with Enterprise Wide Functional Modules such as Marketing, CRM, Accounting, Inventory Control, Sales & Distribution, Production Planning, Purchase & Stores, Logistics and Supply Chain. Seek your further questions and help. Thank you, Best Regards, Jayapratap.
No B.S. Time Management - A great book I read on Time Management is No B.S. Time Management for Entrepreneurs by Dan Kennedy.
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Attracting Passionate Employees

Unspoken Yet Important Rules for Book Proposals

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.