Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
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
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
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
First, I’d like to thank you all for your Ezine topic requests. I’ll do my best to answer them, and generally I look for multiple requests on the same subject. And there are a lot of them because let’s face it – we’re all struggling with the same objections though in different forms.
For example, one problem I keep hearing about is how to get a prospect/customer to tell you what’s really going on. Many of you wrote that after multiple calls, messages, etc, when you do get them on the phone all you get are vague answers. If this has ever happened to you, then here’s how to deal with it:
The first thing you need to do is realize that if your prospect isn’t calling you back, or if when you do reach them all you get are vague answers or more put offs, then you probably already have your answer. They aren’t a deal. It’s time to move on!
The problem with 80% of sales reps is that they will chase and chase unqualified leads because it seems easier than cold calling and looking for real buyers. “At least they took the information, or have a need,” they say.
Yeah, but are they buying? Usually not. And all that energy and time you waste chasing them makes you a weaker closer.
The solution? Ask the tough questions! In other words, when you do get them on the phone, ask them point-blank where they stand and if you’re still in the running. Try this:
“_________ let me ask you a question and please be honest. We’ve talked about this now for X amount of time (or — You’ve had this information for X amount of time), and I don’t want to keep bothering you if this isn’t a fit for you. But I do need to know if this looks like a solution you actually think you’re going to act on, or if you got something else in mind? ”
Now shut up and listen. Because you have given them an out, they will usually tell you the truth. Your job now is to listen to it and learn from it. Just because they aren’t buying doesn’t mean you can’t get stronger as a closer.
You see, whatever reason they give you for not buying — budget, not a right fit, staying with their current supplier, their accountant won’t let them do it – whatever the reason is, you need to take this as a lesson and begin qualifying for it more thoroughly on all of your subsequent prospecting calls.
This is one of the most important ways you’ll get better.
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