What’s the number one blow off prospects use these days? “Can you email that to me?”
If you think about it, that’s the perfect stall. They aren’t saying no, and it implies they might be interested . . . but face it—they rarely are.
Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?”
And you know how that goes: “What email? Can you send it again?”
The solution? Be prepared with a good script and a good strategy.
Try this: Be prepared with an initial email template written in advance (it can be generic or it can include an initial quote of services) and have it ready to send at a moment’s notice.
And then when a prospect blows you off with, “Can you email that to me?” use the following script from my bestselling book: Power Phone Scripts:
“I’d be more than happy to do that—where would you like me to email that?”
[Take their email down and then email them your information right now.]
“Okay, it’s on the way to you. What I’d like to do right now is take a minute to get an idea of what’s important to you, and then I can direct you to that part of the information when you get around to it. Let me ask you:
“How do you get involved in ordering/handling/working with the XYZ?”
OR
“From a needs standpoint, how motivated is (your company/department/are you) to change/fix/replace/buy XYZ right now?”
OR
“What would you need to see in the information I just sent you for you to become seriously interested in making a change in how you’re handling XYZ now?”
If you follow this strategy, then you’ll be ready to side step the email stall and get right back into qualifying! How great will that be? Try this technique yourself and watch as you begin qualifying real buyers, or disqualifying those who just want to get you off the phone…
And if you’d like more scripted rebuttals to this and many other objections and selling situations, then pick up a copy of my new, best-selling book on phone scripts. You’ll get over 500 word-for-word scripts, questions, and phrases to help you open and close more sales starting today!
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Perfect for reps dealing with the following issues:
- Reps struggling with call reluctance
- Getting screened out by the gatekeeper
- Overcoming blow off objections like, “Just email me something”
- Identifying decision makers
- Qualifying prospects
- Setting call back appointments that stick
- Giving successful presentations and dealing with objections
- Staying motivated