Every month I receive a variety of questions from salespeople and their managers. These come from a variety of sources - my live seminars, the monthly phone seminars, questions that are sent into my newsletter, and issues that arise in the course of my consulting work. Out of all of these, I select those that I think have the most universal application, and respond to them here.
Here's a common problem we have. When we get the people with whom we want to talk on the phone, they say, "Oh, we're really busy at the moment. Could I give you a call back?" They rarely call back.
I'm sure it is frustrating waiting around the phone for them to call back. Here's a suggestion. You may try to turn this comment into a specific appointment for a phone call. In other words, when you hear that comment, you could say, "Sure. Just to make sure that we don't waste each other's time leaving voice mail messages when we're not here, how about if we set up a time to talk when you are not so busy? I can do it at 10:00 today, or 11:15 tomorrow."
While this isn't fool proof, (as no response is) I'm sure that on some of those occasions, you'll make the appointment for the phone call. Good luck!
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If you have any comments or questions, email them to me. I do, of course, reserve the right to edit.
Here are a few articles by Dave
that you might be interested in reading:
- Your Most Powerful Sales Tool... Mastering the use of good questions is the salesperson's single most powerful interpersonal tool -- every aspect of your sales interactions will dramatically improve your results.... {Read More}
- Dealing with Difficult Customers... Difficult customers come in a wide variety. There are those whose personality rubs you the wrong way. They may not be difficult for someone else, but they are for you. And then there are those who are difficult for everyone: Picky people, know-it-alls, egocentrics, fault-finders, constant complainers, etc. Every salesperson can list a number of the types.... {Read More}
- Taking Your Sales Performance Up-a-Notch... "Selling is more difficult now that it was just a couple of years ago." Most of the participants in my sales seminars nod solemnly when I make that statement. And then they begin to fidget in their seats when I follow that up with this: "And it will be more difficult next year than it is today." They become really uncomfortable when I extend that idea: "And it will be increasingly more difficult every year thereafter." That's a sobering truth that we don't like to face.... {Read More}
There are also many other action-packed articles for sales professionals that offer how-to solutions to every day sales problems that you can read online at www.davekahle.com/article.htm.
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