Colleen’s Blog

Today let’s look at a common pricing objection. Specifically what to do when a prospects says “I have no money.”

According to the American Telemarketing Association, sellers have a 5 times better chance of reaching their prospect over the phone between 9 and 10 am their time than any other time of the day. The above statistic combined, with actual client results, do have me looking seriously at the 9-11 am time frame for business /sales funnel development activities. We have seen tremendous results with clients who commit to making sales calls for new business development during the hours of 9-11 am. Now to be fair, their success could be a result of making the calls. Period. Regardless of the time.

Overselling. The act of telling the customer they are getting more than they need. When they don’t need it. Didn’t specify it. And may not ever use it.

The top 10% of sales people constantly look for ways to remain at the top of their game and effectively eliminate their competition. Loosing a sale now and then can offer reminders and or specific insights into how to further improve your chances on closing your next deal. Consider every loss a lesson. Learn from each one and you will soon be in the top 1% (not merely the top 10%)

How do you recover from a missed opportunity that is a result of timing, i.e., customer asked for a detailed quote when you are over scheduled?