A little close I use on the phone

9 replies
A little close I use on the phone

I hadn't thought of this as being a little close until I analyzed it.

When a prospective client tells me they'll call me just before hanging up I say, "I look forward to your call."

This has a slight affect of placing in the prospective client's mind that now he/she has to call because I will be expecting it. Not a super close or anything, but another layer added to help ensure a call back.

Rick
#close #phone
  • Profile picture of the author Marty S
    [DELETED]
    {{ DiscussionBoard.errors[8568652].message }}
    • Profile picture of the author misterme
      Originally Posted by Marty S View Post

      Kiss of death. They are not calling back, so it really doesn't matter how you respond - unless you make a move right at that moment to turn the situation around.
      The Kiss OF Death. Yes! I've often noticed when I leave a sales consult, there are times, just as I walk out the door, they'll thank me 'for my time' or give me a compliment ('you do great work')... never to hear from them again.

      I've concluded these are the equivalent to a game show's parting prizes. You didn't win the big prize but nobody goes home empty handed. Here's a month's supply of Kraft Velveeta.

      It's as if they know they're not going to buy, and they feel bad about it because they did like everything. Maybe they're cheap and don't want to admit it. Whatever is triggering their guilt complex, they ease their conscience by giving a compliment or offering thanks for the time you spent... that is, wasted.

      OK. Perhaps not "as if." I think it most likely is.
      Signature
      "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
      {{ DiscussionBoard.errors[8569388].message }}
      • Profile picture of the author Jason Kanigan
        Originally Posted by misterme View Post

        The Kiss OF Death. Yes! I've often noticed when I leave a sales consult, there are times, just as I walk out the door, they'll thank me 'for my time' or give me a compliment ('you do great work')... never to hear from them again.

        I've concluded these are the equivalent to a game show's parting prizes. You didn't win the big prize but nobody goes home empty handed. Here's a month's supply of Kraft Velveeta.

        It's as if they know they're not going to buy, and they feel bad about it because they did like everything. Maybe they're cheap and don't want to admit it. Whatever is triggering their guilt complex, they ease their conscience by giving a compliment or offering thanks for the time you spent... that is, wasted.

        OK. Perhaps not "as if." I think it most likely is.
        This is a "stroke" (like you would give to a dog or a cat)...to your ego.

        "Thanks for the free education, you're a great human being!"

        Stroke.

        Out you go, thinking you've got the order in the bag. The prospect likes you!! And they'll tell you in TWO WEEKS after they THINK ABOUT IT whether they'll buy or not. But they told you you're a great person! Wow! And you go brag about it.

        Strokes don't pay the bills.

        Strokes don't take the place of money.

        Strokes are not a sale or an indicator of anything, except maybe you gave something away for free that you shouldn't have. And now the prospect needs to get rid of you, so they can go find what you offer for the lowest price.

        Start watching for 'em.

        Acknowledge the stroke when you get one, and then do something to find out if the selling process advanced or not. ("I appreciate that. So does that mean...?") A stroke has no value. Yet everyone a) doesn't recognize them, and b) thinks they do have value. Strokes are smokescreen. You can't pay your bills with strokes.

        And now we are in more advanced selling territory. Here Be Tygers.
        {{ DiscussionBoard.errors[8569665].message }}
        • Profile picture of the author hometutor
          Just a tool. If it gets one client it was worth the three seconds it took to say as you say goodbye on the phone

          Rick
          {{ DiscussionBoard.errors[8569709].message }}
        • Profile picture of the author misterme
          Originally Posted by Jason Kanigan View Post

          This is a "stroke" (like you would give to a dog or a cat)...to your ego.

          "Thanks for the free education, you're a great human being!"
          Yeah and I think I was explaining WHY they feel a need to give the stroke.

          Guilt.
          Signature
          "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
          {{ DiscussionBoard.errors[8569832].message }}
  • Profile picture of the author tjaysen70
    yeah man this guy's post is saying that it has worked for him and his clients. More power to you.

    But yeah, what I've found is, on sales calls, is to separate the tire-kickers from those that are serious. Instead of saying some bs nice statement that makes you feel good, put a little emphasis on how you are very busy and can only use your time in working with folks who are interested. This will eliminate those prospects who want free info or who are going to be sitting on the fence forever.

    I tell em straight-up, that I only have enough time to work with those who are serious and if they're not, then we go our separate ways and no hard feelings.

    This way, you convert much faster and they will respect you more.
    Signature

    Tired of the grind? Wait. PM me to see a better way.

    {{ DiscussionBoard.errors[8569872].message }}
  • Profile picture of the author Randy Bishop
    Banned
    [DELETED]
    {{ DiscussionBoard.errors[8570022].message }}
    • Profile picture of the author mojoemoney
      Actually, there are plenty of folks, including me, that do quite well strictly closing 'over the phone'. If a person's never tried it or did try it but didn't stick with it, then, yes for them, it can't be done...
      {{ DiscussionBoard.errors[8571397].message }}
    • Profile picture of the author hometutor
      Originally Posted by Randy Bishop View Post

      I don't think it was this in particular that made them call back....

      But if you want my opinion... Trying too hard to close a deal over the phone comes accross as very needy... You make yourself come across as a very low value individual, with nothing positive to offer anybody.

      If I were you, I'd refrain from closing deals on the phone -
      Even making an appointment is closing a deal on a phone, but if you mean making a sale yeah that's tough, but people do it.

      Rick
      {{ DiscussionBoard.errors[8598130].message }}
      • Profile picture of the author midasman09
        Banned
        I've never tried to "sell a product or service" by phone. I've only used the phone to get "Good Prospects" INTO MY SALES FUNNEL!

        And....if you reading this would take a few minutes to Google "The Sandler System" you will find his "Sales System" I call, "The Submarine".

        He places each section of a Sales Presentation into a "Sealed Compartment"...just like a Sub does so if it gets hit in one section, water won't get into other sections because they've been SEALED!

        So....when I start off my "Phone Sales Pitch" aiming for an Appointment, after "introductions" and why I'm calling, I go right into the "MONEY" compartment.

        Hey! Before I spend too much of MY time trying to sell someone who doesn't have any moolah or....doesn't want to spend any, now....for whatever reason....or doesn't have the AUTHORITY to write a check....I'D LIKE TO FIND OUT NOW!

        And.....even though I've "qualified the heck outa my appointments"...after my "Professional Presentation".....I will still get, "Thanks fer yer time. I gotta run dis by my Guru, to see if da Stars are "right"! Leave me yer Card!"

        Yeah....sure!

        Well....in my first months of Sales, when I heard the "guilty -I gotta tell dis guy somethin'! Gee Willickers....he DID spend gas money gittin' out to my place. I got it!...I'll just ask for his Card and tell him "I Gotta Run dis by my Guru!"

        So....when I heard this "I don't want yer thingee and here's MY way of "EASING YOU OUT DA DOOR....wid my Re-Hearsed response dat's worked on other sales people!"...."I'll jus' ask him for his Card!"

        So....I USED TO respond with, "Whatcha want my Card fer? Ya need to pick yer Teeth!"

        Well....when my partner started getting dis-gruntled calls from "Pissed-Off Prospects"....he asked me if I could come back with a "Better Retort".

        So....(with the help of my Psychology courses in college) I came up with a "Retort" to "That was a Wonderful presentation. You are a Wonderful SALES person! You REALLY know yer stuff. Gimme yer Card an I'll git back to ya!"

        Ya Sure!

        So....I went to my card printer and had him print on the back of my Cards;

        "$50 Referral for any of the following who purchase my service"

        __________________________________________________ __

        etc

        Paid to: (Referrers Name)_____________________________________

        So....I, at least got my "Guilt-Ridden" prospects to help me in my sales.

        Anyways....thank you for bringing up this topic. Gave me a chance to reminisce.

        Don Alm....long-time sales guy
        {{ DiscussionBoard.errors[8598501].message }}
  • Profile picture of the author Duncan2222
    interesting thread..I guess the power of suggestion is still alive and kicking..I think I'll add that to my list of responses when closing..thanks for sharing
    {{ DiscussionBoard.errors[8602220].message }}

Trending Topics