A training on making calls

The following is a terrific training lesson on making calls.

 

Gary Burke

 

"Everyone wants to get yeses but they are not willing to go through the no's. You must change your mindset to succeed. Work through no and you will get to yes."

- Fenton & Andrea Waltz

 

This Month's NOtivational Article

What Happens When No One Answers?  

by Andrea Waltz

 

What is worse than a no? Easy. Getting less than no, meaning no response. It's one of the top frustrations we hear from people as they implement, 'go for no.'

What is the reason for this and what can you do?

Here is what is true: the person you have reached out to has no sense of urgency to get back to you. The other thing you can be pretty sure of is that if they are not interested, they probably don't like telling people, no. You think you don't like rejection? Many people hate rejecting others! And finally, people are fearful of making a bad decision.

You need to have a strategy to deal with these issues as best you can.

After several follow ups, depending on your sales cycle, let the prospect know that you see they have no current interest since they didn't get back to you and you are going to stop contacting them. For some people, just finding out that they are no longer going to be contacted will get them into action if they have been on the fence. In addition, you can always put them on a "drip list" and follow up periodically a few months down the line.

Many people tell us they let the prospect know that a "no" is perfectly okay and would actually be helpful so that they don't have to continue to contact the person. In other words, give them permission to say 'no' and often times you will get a response. We believe that if people see that a 'no' is okay with you - they will be more likely to give you referrals to other people in the future because you positioned yourself as someone who is easy to deal with.    

Remember: not getting responses is part of the game of business. And that brings us to the last issue: fear of making a bad decision. The evidence of this is the sales that are made after the 4th, 5th, sometimes 10th contact. That's why, if you know someone is qualified for what you have to offer, you can't give up so easily.

Have a follow up system where you continue to check in, have something of value to share, stay positive whether you hear back from the prospect or not. The yeses are out there - keep going!