Get better at sales, marketing, and Brazilian Jiu-Jitsu with the help of Wes Schaeffer, The Sales Whisperer®
NLP and body language and hypnosis and the power of positive thinking and vision boards and manifestation and self-talk and framing, etc., are all fine and dandy, but if you’re new to sales or bored or frustrated or tired or all of the above, here’s a little something to try this week when making your prospecting calls.
When a prospect gives you what they think is their zinger to shut you down, simply say,
“I know. That’s exactly why I’m reaching out.”
“We don’t have the funding.” “I know. That’s exactly why I’m reaching out.”
“We don’t have the staffing in place.” “I know. That’s exactly why I’m reaching out.”
“We have three other projects that are a priority.” “I know. That’s exactly why I’m reaching out.”
“We’re using your competitor.” “I know. That’s exactly why I’m reaching out.”
“We’re way over budget in that area.” “I know. That’s exactly why I’m reaching out.”
“Revenue is down. We can’t do this right now.” “I know. That’s exactly why I’m reaching out.”
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Unless prospects are just mailing you money and begging you to sell to them, they don’t know the benefits of working with you, so reach out.
They’re not reaching out to you because they think things are fine or they don’t know how bad things are or they don’t know how much better things can be or they’re just lost and tired and frustrated and confused and exhausted and are barely holding on…
Our job is to ask questions our prospects can’t answer.
Our job is to come at them with a new perspective.
Our job is to get them out of their comfort zone, to turn off their cruise control, to turn off their autopilot, lift their noses out of their phones, turn their eyes away from their dual or quadruple monitors, pull their heads out their deep, dark, stinky places and allow a new, original thought to enter their brains for maybe the first time all year.
Let’s look at the first one, “We don’t have the funding.” If you sell AI agents, marketing, real estate, CRMs, sales training, advertising services, janitorial services, dryer vent cleaning, landscape maintenance, massage therapy, coffee service, whatever…
You can reply with, “I know. That’s exactly why I’m reaching out.”
If you do anything with sales/marketing/advertising, you can state your case that you’ll cut costs, create better campaigns, shorten sales cycles, etc., to help them grow sales/revenue/funding.
If you do janitorial services or coffee service or landscaping, you can state your case that you can cut their costs and do it better if they have someone else doing it, or take it off their hands so staff aren’t doing it, or by having this professionally done, it will improve morale, show that management values their people, etc.
You can take this 1,000 different directions, and they’re all true, but you have to get your prospect to slow down for a moment, catch their breath, and see you as a human…an advocate…a helper who is reaching out to serve them, not steal their money.
Give it a try.
Need help with outbound prospecting, reaching decision-makers, negotiation, raising your prices, passing the guard, submitting larger opponents on the mat?
