Learn what being a member does for you
The Seller Styles
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Certified Master Sales Trainer (CMST®)
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
About Our CEO
Standards of Conduct
Common Questions and Answers
In today’s economy, where prospects are quick with the brush off, you’ve got to find a way to instantly establish rapport, differentiate yourself from all the other sales reps who are calling them, and build trust and credibility for yourself and your company.
While this sounds like a tall order, it can be even harder when you realize that you’ve got to do all this in the first 30 seconds of the phone call!
The Better Way: Hear your prospect out and be prepared to agree with them by having a scripted response that deals with their initial resistance. Something like:
” I understand ________, and I’m not calling to sell you anything today. Rather, I’m here to see if there might be a fit between our two companies and if there is, then to offer you an additional resource you might be able to use later on. Let me ask you…”
Hearing your prospect out, agreeing with them, and then offering a non-threatening value statement instantly allows your prospect to be heard, and distinguishes you from the other sales reps who are jumping all over them.
“I completely understand, how are you dealing with the economy these days?” or “I’m sure it’s rough for you as well, tell me, how are you making things work in this business climate?” or “I’m with you. How long have you been working in that position? What changes have you had to make to survive in today’s economy?”
Getting your prospect talking by showing genuine interest will go a long way to building trust and credibility for yourself and your company.
The Top 20%, on the other hand, understand this, are prepared for their prospect’s negative responses and attitudes, and make it their goal to enter the call on a positive note and to transfer their positive, enthusiastic attitude to their prospect by the end of the call.
They do this by being prepared with positive statements they use in response to the negativity they get all day long. Things like:
Prospect: “We’re not spending any money on that right now.”
Top 20%: “Some companies aren’t, but there are many who recognize that this is the ideal time to capture market share and position themselves for the economic upturn that is coming. Let me ask you this – if you saw a way to earn an immediate ROI on just a small investment, where could you clear up $_______ to take advantage of it?” or
“Prospect: “In today’s economy I’m just lucky to have a job!”
Top 20%: “I know what you mean, and if you want to keep that job, now’s the time to be proactive and show some real initiative. Here’s what other managers I’m speaking with are doing to strengthen their position and even build value in their services…..”
By being prepared with positive statements to the constant negativity you’re getting all day long, you’ll not only stay positive yourself, but also spread that vibe throughout the economy. And that’s the real economic stimulus plan this economy needs.
These three techniques will work for you if you begin using them. The bottom line is that if you don’t adapt what you’re doing and how you’re doing it, then you will continue to get blow off the phone and you’ll struggle to make sales.
If you do begin using these techniques, then you’ll position yourself to become a Top 20% performer. Try them for yourself and watch your confidence – and sales – grow.
About the author
Do you have an underperforming inside sales team? Talk to Mike to see how he can help you and your team reach your revenue goals. To learn more about Mike, visit his website: http://www.MrInsideSales.com