Before we finish with assignment selling, I want to show you how you can use this sales strategy to avoid common sales pitfalls and mistakes.
Here’s a very common sales scenario: A salesperson gives a prospect a proposal or a quote and a few days go by without hearing back from the prospect. As the days go by, the salesperson starts to get nervous, and they send the prospect an e-mail. That e-mail usually sounds something like this:
Hello, Mr./Mrs. Jones. We met a couple of days ago and I gave you a proposal. I’m just checking in to see if you have any questions. Don’t hesitate to let me know. Sincerely, Salesperson.
That e-mail might as well be called a “Please-don’t-break-up-with-me” letter because it essentially sounds like we’re saying:
Dear Mr./Mrs. Jones, do you still love me? Yes or no? I sure hope you circled yes!
Almost everyone writes that type of e-mail when a prospect goes silent after receiving a proposal or quote. But it’s completely ineffective.
It’s at moments like this when it’s easy to see the incredible power of assignment selling. Using the principles of assignment selling, your e-mail would consist of the following:
Hello, Mr./Mrs. Jones. We met a few days ago and I gave you a proposal. During our meeting, you mentioned a couple of questions and concerns you had. In order to further help you with these concerns, I’ve attached to this e-mail a video and an article that specifically address each. ...