Pick Up The Phone and Sell

CHAPTER 28CALL CUSTOMERS WHO HAVE A QUOTE OR PROPOSAL

Salespeople regularly send quotes and proposals to customers.

Some customers say yes quickly.

Others say yes down the road.

But very few customers say no.

People don't like to say no.

So in sales, it tends to be either yes or nothing.

Yes or silence.

This call is about following up and checking on their intentions for the quote or proposals you sent.

ABOUT THIS GROUP OF CUSTOMERS

These are customers you have built relationships with.

You've serviced their accounts for years.

You've been available.

You've been accurate, timely, and responsive in your dealings with these customers.

Now they've asked you for a quote.

You stop what you're doing and write the quote or proposal.

And then, many times, you wait.

There is no response from the customer.

Meanwhile, we're hesitant and tentative to follow up because we don't want to get rejected.

If we call to ask about the quote, they might say no!

They might also say yes, but that's beside the point in our fear-based avoidance.

The fear is much stronger than the possibility of getting a yes.

We'd rather not ask for a yes than risk getting a no!

Plus, there's this nonsense (which makes perfect sense when wrapped up in our fear): if I'm not hearing anything, that means I'm still alive. The deal can still happen.

We use this twisted logic to justify our reticence for picking up the phone.

The Customer Is Rarely Quiet Because They Don't Want to Buy

My client salespeople have implemented ...