“Gents, I like everything we discussed today. Let me think about it and get back to you!”-Prospect
I looked at my rep running point on the call.
“What EXACTLY do you need to think about?”-Rep
I smiled like a proud dad.
“Uh..nothing..I just would like a day to think about it”-Prospect
“I totally get that-when would you like me to follow up?”-Rep
“Thursday is great”-Prospect
I jumped in.
“Great Tony-just so we know, what did you like MOST about what we discussed today?”-Me
“Well, I liked how your program helps us consolidate multiple vendors and you guys will service it”-Prospect
“I like how it will save us time and the pricing is fair”-Prospect
“Perfect, was there anything you were unsure of that would make you hesitant to partner up together?”-Me
“I guess not”-Prospect
“Based on what you just told me, it seems like a no-brainer. I’d hate to waste your time with another call. Should we just get you set up today?”-Me
“Yeah, you’re right-let’s do it!”-Prospect
5 minutes later we walked out with a new happy client and the rep made $2500 in commission.
If you don’t like your prospect’s answer, it’s ok.
Learn to ask BETTER questions.
Do you agree?