After a few weeks or even months of back and forth phone calls and voice mail messages you finally reach your sales prospect. The excitement sets in because you've been trying to reach this prospect for quite sometime. You hear your prospect say, "We decided to go with another vendor!" Upon hearing this, your mouth literally drops to the ground because you thought for sure this prospect was a done deal.
What a bummer, huh? That stinks and I know the feeling, but hold on for just one minute. You have a clear window of opportunity here. Maybe you could ask to be their "Number 2 Guy" or maybe you could ask them if you could be their back-up quarterback?" What in the world am I talking about?
Here's where I'm getting to, there is a point, just wait one minute for an explanation. Your prospect picked up the telephone and spoke with you for a few minutes, right? Well, that's good sign. Actually, that's a great sign! You could now ask them why they went with another vendor and if they give you a valid reason then that's another even GREATER sign! If they give you a few minutes more of their time, you may want to ask them if there is anything they liked about your offer? If they give you a few more minutes of their time then that's an even BETTER sign! Why is this true? Because now you can be next in line.
After an exchange of dialogue make a BIG SMILE on the telephone and try asking your prospect the following: "(First name of prospect), I do respect your decision to go with (Name of your competition) and as you know, in life, you just never know what may happen. I'd like to know if I can be your Number 2 Guy?" Another version of this response is, "(First name of prospect), I really do respect your decision to go with (Name of your competition) and as you know, in life, you just never know what may or may not happen. I'd like your permission to be your back-up quarterback?"
You may not get the sale right now, but who knows what can happen in six months? The truth here is the fact that anything can happen! If your competition doesn't live up to their promise then who do you think might be next in line?
Copyright 2008 Mr. Cold Call, Inc. - All rights reserved.
Behind The Scenes With Mr. Cold Call
Mr. Cold Call™ is a worldwide sensation and claims to have made over 80,000 cold calls to date. He has been quoted by numerous national publications such as Selling Power Magazine, Investor's Business Daily, Successful Fund Raising and Advantage Magazine. He has written over 65 articles on cold calling, developed a sales tracking sheet that automatically calculates your daily, weekly, monthly and yearly sales ratios, offers a custom sales script service called "The Script Responder" and finally, is the author of four best-selling ebooks with FREE email support and these titles include: 113 Common Sales Objections, 192 Clever and Savvy Responses, How To Have Fun Cold Calling and get your telephone ringing off the HOOK, 58 Sales Openers that will WOW your sales prospects and The New Business Idea Sales Generator Workbook.
For more information on Mr. Cold Call™ and to sign-up for his free weekly cold calling tips visit http://www.mrcoldcall.com
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