Ask the tough question

•  “Send me some more information!”

• “Let me think it over!”

These are the two statements that most prospective clients use on sales people. And unfortunately, most of them get away with it.

1)      Unfortunate for the sales person, because he or she will need to call again to chase the prospect/client for an answer whilst having no guarantee of the result.

2)      Unfortunate for the prospect/client, because they will be called again and will have to spend valuable time either reevaluating or fobbing off the sales person.

Since we all know this happens, why are people still doing it?

1)      Because clients are often too polite to say “No” upfront.

2)      Because sales people are afraid to be upfront for fear of getting a “No”.

So, how can you save yourself and your prospect loads of time?

1) Assess if the client is interested – Immediately!

Next time you hear,  “Send me some more information!”Or “Let me think it over!”

Immediately ask the tough question:

“I just want to check with you if my service/product is of interest to you? If not, it will save us both valuable time if you can tell me upfront.”

This way you are giving the client permission to say “NO” and avoid the “unfortunate” part. But you also show that you are serious, have belief in your product and have no interest in chasing the client if they don’t need it.

Most intelligent prospect/ clients will respect that . Who knows? You may even get referrals if you ask for them and might hear “I don’t need it, but I know a friend who might.”

So, with this awareness, are you ready to ask the tough question?

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Increasing sales is one of the key actions that is going to help this client weather the recession and profit afterward. After identifying the urgent need to train trainers to equip the sales team with product knowledge and values based selling skills across 14 countries, the business development manager told me, “Yes, we need this but I was told yesterday that there is a freeze on discretionary spending.”

I wanted to yell, “Since when is learning discretionary?”

Of course, I kept my cool and empathised with situation; he knew his company needed to improve their skills and even listed for me the reason why, but his hands were tied (for now).

Now whether you are part of big organisation, or a consultant like me, or are currently laid off, I have some unsolicited advice for you:

NOW is the time to learn, NOW is the time to up skill.
NOW is the time to INVEST in YOUR SELF.
Yes, I know there is a recession, or as I like to call it a “financial adjustment”; but being pessimistic and doing nothing will not get you through it. The media is having a FEAR frenzy and whipping up a storm of bad news, which will create a self-fulfilling prophesy, but you and I have a choice not to participate.
Here’s how…

1. Read – read in your domain. Become an expert on your chosen topic, experts are always in demand.
2. Attend seminars/workshops – listen to experts and as you do think about how you can apply the knowledge to improving your situation.
3. Sell – sell yourself, let people know what you can do and that you are keen to do it, now or when the opportunity arises.
4. Be flexible – offer people different ways to reward you for your effort or store up credits for when times change.
5. Connect – find out who is doing what and how they are doing it. Join LinkedIn or Facebook groups.
6. Contribute – write articles, volounteer, be seen.
7. Add value – yes you may be looking for a paycheck but in this credit crunch nobody is going to pay you unless they see the value. Value first – get paid second.

And number 8, is be patient – this too will pass, so be patient. This is the beginning of the year of the OX so keep plodding forward and you will reach your goal.

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