SLH SALES SYSTEM SALES TRAINING MORSEL #13

WHEN THEY WON’T RETURN

YOUR CALL

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

I wish I had a nickel for every cold-calling Seller who wants to know how to get a Buyer to return a voice-mail message. And, there is nothing worse than a “serial message-leaver” -- the theory being that persistence will prevail. Some Sellers have told me that they have left more than ten (10) messages without a return phone call. Remember, that doing the same thing the same way each time and expecting different results is one definition of insanity.

There may be no magic answer here but there are a number of things to consider:

                       While talking to the receptionist be sure to ask for the direct telephone line of the decision-maker you are seeking.

                       Ask for the cell phone number of the decision-maker. Many Sellers are reluctant to do this because they wouldn’t want their cell number to be given. That is beside the point. And, there are no cell-phone police -- nothing untoward will occur. A good way to ask  is “WHAT’S THE BEST WAY TO REACH MR. JONES WHEN HE IS OUT OF THE OFFICE?”

                       Ask the gate-keeper for guidance. Sometimes, simply saying that you just want to know whether the decision-maker wants to talk to you and asking for assistance in determining that can get an answer -- one way or the other.

                       You may recall from an earlier Morsel just how powerful the Floating Letter can be -- the decision-maker knows exactly why we’re calling. Then, follow-up with a phone call -- maybe 3 times -- at different times during the next couple of days, not leaving a voice-message. Only after that will I leave a voice-mail message and it’s the only message left. Good time management requires that there is a point at which we must move on.

                       When you really need to get someone’s attention, try doing what I did a long, long time ago. I wanted to make certain that this person knew I was serious and prepared. I created a 3 minute video-tape clearly expressing my goals which resulted in a partnership that’s lasted 27 years -- with my bride! Now, that was an all-world sale!

If someone is not interested in returning a call, they won’t.

What do you think?

Good Selling!

SLH℠ Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind made without the written permission of SLH℠ Sales System.