What To Do With An Immediate Brush Off by Art Sobczak

Greetings!



At a training seminar this week I was asked what
to do with a prospect who blows you off the phone
even before you can get your opening statement
out of your mouth.

Should you just call back right away and act like
you were disconnected, he asked.

Well, you could, but really, is that going to cause
them to think how clever you are? I doubt it.



If this truly is a prospect that you want to pursue,
consider some alternatives.

First, consider that the prospect might be having a
bad day, or has just experienced an office emergency
requiring immediate attention. Therefore another contact
might be worth the investment, just not right now.

And instead of calling, try an email, fax or a brief note,
stating,



"I have the feeling I called you at a bad time the other day. I apologize. The purpose for my call was to run an idea by you that could potentially help you to (fill in the blank with some result they would be interested in). I'd like to ask you a few questions to determine if we have the basis for a conversation. I will call you again on Friday, or you can reach me at at 800-555-2922."



Is this likely to get a high response rate? No, but any
response you get would be better than the flat out "no,"
and the upside return on the investment could be huge.

Another alternative would be to simply place them back in
your calling rotation for a few weeks down the road. They
likely won't remember.

Go and Have Your Best Week Ever!



Art

About the author:

Art Sobczak, President of
Business By Phone Inc., specializes in one area only: working
with business-to-business salespeople--both inside and outside--designing
and delivering content-rich programs that participants begin
showing results from the very next time they get on the phone.
Audiences love his "down-to-earth,"entertaining style,
and low-pressure, easy-to-use, customer oriented ideas and techniques.
He works with thousands of sales reps each year helping them
get more businesses by phone. Art provides real world, how-to
ideas and techniques that help salespeople use the phone more
effectively to prospect, sell, and service, without morale-killing
"rejection." Using the phone in sales is only difficult for people who use
outdated, salesy, manipulative tactics, or for those who aren't
quite sure what to do, or aren't confident in their abilities.
Art's audiences always comment how he simplifies the telesales
process, making it easily adaptable for anyone with the right
attitude.

Contact Info

Art Sobczak

Business By Phone Inc.

13254 Stevens St.

Omaha, NE, 68137

402-895-9399

ArtS@BusinessByPhone.com

www.businessbyphone.com