Magic Sales Word #3

Sales trainer Renee Walkup has three favorite sales words: oh, tell, and today's word: when.

Walkup says that "when" is the perfect antidote to a serious disease afflicting most sales professionals, the "two-week" disease. You'll know you've got it if you find yourself saying things like, "So, Frank, I guess you now know what we have to offer. How about I call you in two weeks to follow up?"

First of all, Walkup explains, you have now set the criteria for following up. Why should that be YOUR decision? What if Frank is ready to buy? Think you'll get the sale? What if Frank can't get the approval until April, what good will two weeks do for you?

What's so magic about two weeks? It's a waste of time to impose this arbitrary timeframe on your customer when it really makes no sense whatsoever.

Walkup's cure to this selling disease is to "just ask when." It goes like this...

"So, Frank, I guess you now know what we have to offer. When is the best time to follow up with you?"

Now, Frank will tell you, and you're on his time frame--not yours. If he says "tomorrow," you'll close sooner than expected. If he says "April", at least you won't be wasting valuable time calling him every two weeks UNTIL April!

Put this advice to work for you today and watch your sales unfold like magic!

Renee Walkup is president of SalesPEAK Inc. and author of "Selling to Anyone Over the Phone".

A Magic Two-sentence Email that Gets Stalled Sales Back on Track

Here's an interesting tip from sales trainer Chris Lytle to help you get a stalled prospect back in sales motion:

When a customer didn't call me back, I sent this e-mail:

"Cliff, I still have you on my 'waiting for' list of people I'm expecting to hear from. Am I still on your radar? Chris"
His response:

"You are good. Let's talk this morning if you are available. I'm out of town but can be reached on my cell phone."
Result: Before I could call him, he called me from the road and we scheduled our next meeting. My two-sentence e-mail worked (I believe) because I really do have a "waiting for" list and keep track of people who owe me a call, an e-mail, or a contract - and because the "radar" question lets the customer opt in or out without pressure.

Chris Lytle, CSP, time releases immediately applicable sales advice via the MAX-ATM Automatic Training Machine website. Check it out at www.max-atm.com.