One Way To Push Your Prospect Off The Fence
by Mr. Cold Call
At one time
or another it’s bound to happen. It’s
inevitable and especially true if you’re a seasoned salesperson. Ever hear of something called “The Run-Around”
or how about something called “The Fence Sitter?” These terms define a type of sales prospect
who just can’t give you an answer and each and every week it’s a different
story. This story could be that they
just can’t decide on a vendor to go with or perhaps they’re just
indecisive. So what technique can you
use to “push” your prospect off the fence?
Allow me to
ask you a few questions and the answers that I expect you to have will help you
to understand the infinite possibilities of this technique. Are you ready? Ok then, for those sports fans out there, who
is your favorite team? What if I told you that I could personally introduce you
to your team’s quarterback or pitcher?
How would this make you feel? I’m guessing that you would be on your
cell phone in the next few minutes calling your family and friends with the
news. Am I right on this one?Keep reading.
The
mechanics of this example can be systematically applied to the sales technique
that I’m about to explain and can be used to help move the sales process
forward. This technique may not work
every single time, but for many prospects it will and it’s guaranteed to move
the process along and close more sales!
Next time you feel that your prospect is giving you the run-around or
just can’t make a decision just say, “(First name of prospect, how much would
it help if I were to introduce you to our CEO?”May I have our
CEO (Insert their full name) either call you on the
telephone tomorrow morning at nine to discuss this deal or perhaps we could
visit your office on Friday morning at noon?
What are your immediate thoughts?
What
I really like about this technique is it’s ability to get some kind of
commitment from your prospect. In life,
little commitments combined with more commitments will always result in some
type of effect. In this instance, your
goal is to get them to say something other than call me next week or next
month, but rather to agree to a specific day and time. If you seem to get this objection often then
what are you waiting for? Go through
your list of fence sitters, pick up the telephone and let’s push your prospect
off that fence!
