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Common Questions and Answers
Can you feel it? The signs of the economic recovery are everywhere. A few weeks ago the Standard & Poor’s 500 stock index topped 1,000 for the first time since last November. The Ford Motors company reported that sales increased 2 percent in July after 19 consecutive monthly declines. U.S. manufacturing declined less than forecast in July as well, as “gains in demand worldwide helped resuscitate factories” said Lynn Thomasson in Bloomberg.com.
Even more significantly, the government reported a few weeks ago that the U.S. economy’s plunge slowed sharply in the second quarter, with output falling only 1% from the same period last year, after falling 6.4 % in the first quarter, as reported in The Week. Everywhere you look, you can see continued signs of the economy improving and things getting back to normal.
What’s so interesting to me is that many of the sales reps and companies I speak with are still mired in the old, “bad news” and they seem intent on wallowing in it.
“Ah, things are still slow out there, and we’re just not doing anything until they get better,” they tell me.
Because attitude is everything in sales (and life!), let me ask you, the reader, this question: “Are you part of the problem or are you part of the solution?”
Now more than ever, it’s crucially important for you to develop, maintain, and pass along a successful attitude. The economy doesn’t have a mind of its own, it has our mind, so the more people who focus on the positive, the more positive things will be – and the quicker they will become that way.
As you call on prospects during this fourth quarter, I urge you to be positive and to be prepared to transfer this attitude to your prospects. You’ll make more sales if you do, and you’ll feel better at the end of the day. Remember, at the after each sales call someone has transferred their attitude to the other. The top 20% always leave their prospects happy they purchased, and their non-buyers wondering if they made a mistake by not buying.
“Hi _________, this is _________ _________, with (your company), how’s your Tuesday going? Great. _________, I’m glad I reached you today. I don’t know about you but most of my clients are gearing up for one of the best fourth quarters they’ve had in a several years and they are stocking up on (your product or service), and I wanted to make sure I helped you take advantage of it as well. What areas (products, services, training, new initiatives, etc.) are you (buying, stocking up on, ordering, planning on) now for the fourth quarter?
If Positive, go ahead and take an order!
If No or Negative, then listen here for your opening, and then say:
“__________, I’m sure you’ve been reading about the economic recovery that has begun, and from what I hear over Â½ of the stimulus money hasn’t even been injected into the economy yet. That’s taking place right now and throughout this quarter. What are you doing to take advantage of the opportunities this is going to create?”
If Still Negative, use a take away:
“Well you know that saying, ‘The early bird gets the worm.’ I’ll tell you, the companies I’m working with are acting now, big time (buying your products and services) and they are the ones who are going to finish the year strong and have a healthy start to 2010. Remember, the decisions you make today will show up 3 to 6 months from now.
“Why don’t you be smart and at least (start with your minimum order). And when you find you need more, you can always call me. Would you like me to go ahead and have this shipped to you today?”
As you can see here, you’ve got to remain positive and assumptive. I can’t stress enough how somebody’s attitude is going to get transferred, and it has to be you! If your prospect still isn’t moving, then end the call strong with:
“OK _________, that’s not a problem. We’re already having a great month and a lot of our customers are placing some of their largest orders of the year. I hate to see you miss out, but if you change your mind, don’t hesitate to call me. I’ll be glad to help you out!”
Now that kind of an ending will leave your prospect thinking that they are missing out and have him wondering how much business his competition is getting. It’s the way for you to leave your call strong, and the prospects who are on the fence will call you back. The others? They weren’t doing it anyway, and now you don’t have to leave infected with their bad attitude.
Adapt this script and use it. If you do, your economic recovery for the rest of the year will surely look up!
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