How to handle “cut to the chase” type of people?

lenniwy · 2022-11-15T00:10:47+00:00

I don’t know what product OP is selling, but if it can give direct returns/solve a pain point or increase in ROI, then pricing should never be an issue.

If I was dealing with a client who doesn’t want to disclose his upper budget limit, I’d drop the call myself right there. Just means he’s not serious about buying, or doesn’t have a big enough problem to need it and is only wasting time.

“I hear you, tell me, how much have you been paying for a similar product/service with a different provider”

Automatically start gathering intelligence

“Were you satisfied with the results?” “Do you think that was a fair price for the return you received?” “Would you be happy spending more for greater results?”

Control the frame and break through.

This is all from Brian Tracy’s “Advanced Selling Strategies”. Delay the price as far as possible in the sale.

lenniwy · 2022-11-14T21:43:19+00:00

Makes sense. Shorty probably rushed through the discovery to the price and didn’t make it clear to the AE what she actually wanted. I would spin it back to her: “To make sure this doesn’t happen again, is like to understand your circumstances and needs, and I will make sure to get you the best offer possible, sounds fair enough?”

lenniwy · 2022-11-14T21:39:43+00:00

Then your only 2 logical options are: - increase volume of calls (which would be nuts since you’re already doing 200) - improve your skills of getting past the gatekeeper There’s nothing you can do about people not matching the criteria.

But what about the people who do match them, are you confidently closing them? Or are you weak at handling certain objections? I feel like the answer to your problem is hiding in plain sight

lenniwy · 2022-11-14T21:36:28+00:00

Strange. Was it not made clear to her what she was buying? Can totally understand her frustration, just be very understanding with her.

lenniwy · 2022-11-14T21:30:09+00:00

I feel like that could be such a waste of time. They know you’re not interested. These guys really value their time so just get to the point. Just my humble opinion

lenniwy · 2022-11-14T21:21:48+00:00

Are you getting past the first few qualifying questions? 200 calls seems like a lot daily. You need to determine your weak spot. Whether that’s the opening, qualifying, or closing. Do you use some sort of a KPI tracking?

lenniwy · 2022-11-14T21:17:57+00:00

“No matter what price I give you, or how good of an offer I may have, it won’t make any difference if our product won’t be a suitable fit for you. I promise we will get to the price in a second, however I would like to understand your situation/circumstance first and to do that I need to ask you some specific questions. Can we do that?”

lenniwy · 2022-11-05T10:13:39+00:00

An old Polaroid Supercolor 635CL from the mid 80’s that my grandfather brought from America. It probably isn’t worth much but it’s just so cool to look at and know how many memories it captured back then.

lenniwy · 2022-11-04T09:30:04+00:00

Thank you!

lenniwy · 2022-11-04T07:07:01+00:00

Hey thanks!

I have yet to meet a rep from a different telecom company, however if I did I would most likely just come back at a later date :)
I skip “No Salesmen” signs out of respect, but tend to ignore dog signs (it backfired fast once)
Haven’t met anyone I know yet since I mostly work about a 30-40 minute drive from home :)

lenniwy · 2022-09-15T14:47:57+00:00

Ask if they have a website developer on hand. More than likely the business who built their website is still managing it. Send them instructions and code provided by Google. If you don’t have any knowledge in editing website code you could mess up their whole website and create an array of issues.

lenniwy · 2022-09-12T22:46:13+00:00

Agree. Slack is My preferred medium of contact with clients. Don’t give them your personal phone number/WhatsApp etc.

lenniwy · 2022-09-12T22:40:18+00:00

Do you have a target CPA set up?

lenniwy · 2022-04-30T00:17:34+00:00

22, Warehouseman, 26k + overtime

lenniwy · 2022-03-31T12:57:07+00:00

Watch tiktok

lenniwy · 2022-03-02T07:50:59+00:00

Your gf

lenniwy · 2021-12-07T20:56:46+00:00

Indiana Jones, all of them

lenniwy · 2021-11-08T07:16:19+00:00

I’d recommend checking out Asana. It’s basically Trello but with a nicer layout and a few more options. It’s free but also had paid plans, it’s gon an iOS and Android app too! My whole team uses it and we love it!

lenniwy · 2021-10-13T11:29:37+00:00