10 {{ upvoteCount | shortNum }}
10 {{ upvoteCount | shortNum }}

Come back in November..Come back in December...come back!

by RyanLester
8 replies
I just hate it when clients mess us around saying i should come back then and then.

Anyone experiencing this?
#back #decembercome #novembercome
  • Profile picture of the author vndnbrgj
    No, but there is a rebuttal thread that you might have better results with.

    My answer would be....

    Not a problem.
    Mr. Prospect, do you mind if I ask you what you anticpate changing between now and (insert month here) ?

    It could be a price issue..
    It could be a contract issue...
    It could be a blow-off...
    It could be one of several things... You need to find out why so you can address it.
    Signature
    Life Begins At The End Of Your Comfort Zone
    - Neale Donald Wilson -
    {{ DiscussionBoard.errors[7268420].message }}
    • Profile picture of the author Claude Whitacre
      Originally Posted by vndnbrgj View Post

      No, but there is a rebuttal thread that you might have better results with.

      My answer would be....

      Not a problem.
      Mr. Prospect, do you mind if I ask you what you anticpate changing between now and (insert month here) ?

      It could be a price issue..
      It could be a contract issue...
      It could be a blow-off...
      It could be one of several things... You need to find out why so you can address it.
      Solid answer.
      I'll give mine on the other thread about objections and maybe give a link here.
      But now, it's back to work.

      Here's the link to that page. #130 (I think)
      http://www.warriorforum.com/offline-...raining-3.html
      Signature
      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      What if they're not stars? What if they are holes poked in the top of a container so we can breath?
      {{ DiscussionBoard.errors[7268481].message }}
  • Profile picture of the author Mwind076
    Move on...if they are interested, they will buy, whether it's now or in 2-4 months. Give them your info, get their email and send one, and leave them alone. The more you chase, the more it says "we NEEEEEEEEEEEEED your business." Don't be that guy.
    Signature

    Looking for answers on how to SUCCESSFULLY market your company?
    Cold Calling, Appointment Setting, Training, Consulting - we do it all!
    PM for more information

    {{ DiscussionBoard.errors[7268469].message }}
    • Profile picture of the author midasman09
      Banned
      I've learned that "potential customer/clients" have a "Pat Answer" they've memorized when sales people present their stuff.

      IF you don't get their attention and interest ....they will use their "Standard Comeback"!

      When I started out my "face-to-face" sales career I knew I had to separate "suspects" from "prospects" by using a phrase to give my presentation ONLY to "half-interested" "prospects".

      "Hello! I've got a new idea to help you get more business!"

      When any "suspects" responded with; "Nope! Not interested!" I'd ask; "What? You're NOT interested in "New Ideas"?

      I soon found that NOTHING I could say would get them to agree to listen to my spiel.

      So....I dropped that approach and what worked (and still does) for me is to "ASSUME" they're interested in what I'm selling.

      I walk in....show my "suspect" what I'm doing then....if I get ANY "Stall" (See me after the New Year! See me after Taxes! See me when the sun doesn't shine!)....I thank them for their time...walk out and NEVER RETURN (for this project)

      I leaned long ago that...THE ONLY REASON TO CALL BACK IS TO GET A ...."NO" in whatever form they want to say it!!!

      Don Alm....experienced Sales Guy
      {{ DiscussionBoard.errors[7268575].message }}
      • Profile picture of the author TheCG
        Originally Posted by midasman09 View Post

        I've learned that "potential customer/clients" have a "Pat Answer" they've memorized when sales people present their stuff.

        IF you don't get their attention and interest ....they will use their "Standard Comeback"!

        I leaned long ago that...THE ONLY REASON TO CALL BACK IS TO GET A ...."NO" in whatever form they want to say it!!!
        EXACTLY!

        I have never successfully made a client out of anyone that had me "call back whenever."

        I used to follow up multiple times but not anymore. I just move on to someone new that will possibly see the value in what I am offering.
        Signature

        Yes, by the way, I AM in the Witness Protection Program. I could tell you who I am but then I would have to kill you.

        {{ DiscussionBoard.errors[7268615].message }}
  • Profile picture of the author localvseo
    When deciding when to move on or not I decide what the value of the client or opportunity is (i.e. net profit potential). For small possibilities I would just move on. However, I have spent a long time working on closing very large deals when the client was truly not ready when we originally engaged. I had 1 deal that took about 12 months to get the contract signed, but it was a very large opportunity that opened a lot of other doors. So I don't think there is "one size fits all" answer. You have to decide what is your time worth to keep pursuing it? Don't be a pest, but nothing wrong with checking in once a month to see if they are ready. I think it shows you are proactive and will be attentive to them, rather than desperate, if the contact is made in a professional way. Eventually they will either say no or they are ready to talk.
    {{ DiscussionBoard.errors[7268755].message }}
  • Profile picture of the author MadLion
    What the guys are saying is correct.
    1. That is not the real objection, its something else.
    2. The only way to get to the real objection is to confront the first BS one. (What will be different in a month?) Well "the real objection"
    3. You should make a decision to act busy and successful and not have time to come back. Guys listen. I barely have enough time to come visit new clients as is. I doubt I can come back. What is preventing us from moving forward now?

    People will treat us exactly how we tell them too according to how we treat ourselves. Treat yourself like the king and see how many people start kissing your ass.
    {{ DiscussionBoard.errors[7268923].message }}
    • Profile picture of the author Claude Whitacre
      Originally Posted by MadLion View Post

      What the guys are saying is correct.
      1. That is not the real objection, its something else.
      2. The only way to get to the real objection is to confront the first BS one. (What will be different in a month?) Well "the real objection"
      3. You should make a decision to act busy and successful and not have time to come back. Guys listen. I barely have enough time to come visit new clients as is. I doubt I can come back. What is preventing us from moving forward now?

      People will treat us exactly how we tell them too according to how we treat ourselves. Treat yourself like the king and see how many people start kissing your ass.
      You might try "I don't make call backs. Calling you again and again is pressure, and I don't want to be a high pressure salesman.
      Maybe this isn't for you. I only want happy clients that are eager to get started. Is that you?"

      Notice how I reframed "Pressure" as calling them back? I'm soooo clever.:rolleyes:

      This really only gets them to say Yes maybe 35% of the time...but either I get a sale...or I can leave (or hang up). My goal is to end the wishy washy "Maybe".
      Signature
      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      What if they're not stars? What if they are holes poked in the top of a container so we can breath?
      {{ DiscussionBoard.errors[7269416].message }}

Trending Topics