“I received an email request from a current client wanting pricing on an upgrade. I sent it over to cialis online cheap them but never got the order back. I’ve called and left several messages and emails, but they’ve gone ghost on me. What can I do? I wanted to get that order before the end of the month.”
This is a common mistake inside sales people make when they get a warm lead or a pricing request from current clients:
They skip mandatory sales steps!
Assuming that they are ready to buy just because they asked for a quote or expressed interest in purchasing your product or service doesn’t mean you should circumvent key steps in the sales process. Doing so leaves you vulnerable to “second thoughts”, “a new fire / situation that needs to be handled” & “competition”.
What should I have done differently?
Instead of responding to their email by sending them a quote, pick up the phone to let them know you’ve received their request and wanted to ask them a few questions first to make sure what you have to offer will be the right fit for what they need.
Salesperson: “Hi (Prospect’s Name) this is (Your Name) with (Your Company). Reason for my call is I received your email request for pricing on ________ and I wanted to ask you a few quick questions to make sure what we have to offer would be a good fit for you, would that be OK?”
Now that you have the prospect’s attention, you can ask your discovery questions to uncover what problems they are looking to solve with your solution.
You’ll also be able to “pepper in” qualifying questions so that you can identify / confirm their role in the decision making and approval process, as well as, if you are the only one they are wanting to go with or if they will also be looking at other competitors.
Handling warm leads this way will increase your win rate while improving your relationship with your client, as you will be viewed as not just a salesperson, but someone that sought first to understand, rather than someone who simply wanted a quick sale for their end of the month numbers.
Michael Pedone – SalesBuzz.com‘s CSS: Chief Sales Scientist