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  • #9012245
    What to do when client says: “Sorry, could you just put it in an email to me”
    PATRICK SIDEBOTHAM
    Participant
    Jun 5, 2023

    What to do when client says: “Sorry, could you just put it in an email to me”

    its the right ICP but theyve probably had loads of sales calls so its their go-to response … so difficult to get aorund this sort of repsonse when prospecting …  any ideas?

    #9012250
    Will Barron
    Keymaster
    Jun 5, 2023
    Will Barron Jun 5, 2023

    Hey Patrick. The classic response is –

    “No problem. Can I ask you a couple of quick questions so I know what to send?”

    Then ask your discovery questions.

    If they’re receptive at this point, ignore the request for an email and attempt to book a diagnosis call with them.

    Is this happening on cold calls?

    #9012258
    PATRICK SIDEBOTHAM
    Participant
    Jun 7, 2023
    PATRICK SIDEBOTHAM Jun 7, 2023

    Hi Will,

    thanks for this…

    Yes, it happening on cold calls … the clients are used to salesy calls i guess.

    im trying out my first cadence and trying to get round intial roadblocks from clients…

     

    #9012259
    Will Barron
    Keymaster
    Jun 7, 2023
    Will Barron Jun 7, 2023

    Hi Will, thanks for this… Yes, it happening on cold calls … the clients are used to salesy calls i guess. im trying out my first cadence and trying to get round intial roadblocks from clients…

    How do you start your sales calls?

    If you “frame” it as a sales call at the beginning, then don’t be  surprised if the buyer is resistant to the sales call in the middle of it.

    #9012260
    PATRICK SIDEBOTHAM
    Participant
    Jun 7, 2023
    PATRICK SIDEBOTHAM Jun 7, 2023

    Hi Will,

    thanks for the reply… the below is my basic template that i try to stick to when calling clients… just trying to get into flow with it all

    <u>CONFIRM </u>

    “Hi  – my names Patrick, we’ve not spoken before, just wondering if you could help…

    “I’m looking to speak with the person there that deals with your logistics and the shipping – are you able to put me through to them? “

    <u>BREAK </u>

    Ask them how they’re currently solving the problem that your product solves.

    OK great, how are you going about shipping your pieces right now? Are you going out to different shippers or do you have a regular one?

    – already using a competitor- we already have something set up;

    Ok – understood – And how is that shipper working for you right now?

    (*…then pause and shut up. Donʼt say anything. And lean into the silence).

    <u>VALUE </u>

    OK so I help a lot of interior designers, fine art galleries and antique dealers sort out fast secure white glove shipping around the world.

     

    #9012261
    Will Barron
    Keymaster
    Jun 7, 2023
    Will Barron Jun 7, 2023

    “Hi – my names Patrick, we’ve not spoken before, just wondering if you could help…

    Don’t ask for permission before you know you’re speaking to the right person.

    Act like you’re calling a collegue at work –

    “Hey, are you the person who deals with X?”

    “Yes”

    “Great, I’m…”

    #9012264
    PATRICK SIDEBOTHAM
    Participant
    Jun 7, 2023
    PATRICK SIDEBOTHAM Jun 7, 2023

    Great stuff and thanks for pointing that out…

    ive had clients plam me off with:

    “Oh we dont reeally have a person here that deals wiht that …”

    or

    ” he is in a meeting…”

    or

    “can you let me know what its convcerning and ill find out for you… “(then they put me on a full mailbox and dont pick up again)

     

    ill keep plugging away …. cheers !

    #9012267
    Will Barron
    Keymaster
    Jun 8, 2023
    Will Barron Jun 8, 2023

    I think this is just general objection handling. That is covered in the SalesCode book and in more detail in the Salesman.com Academy PRO training –

    But here are some quick thoughts –

    “Oh we dont reeally have a person here that deals wiht that …”

    “Ah, so X is not a priority for the team then?”

    “Yes it’s a priority”

    “Who is on the line if it fails?”

    ” he is in a meeting…”

    “No worries, should I call back in 20 mins?”

    “can you let me know what its convcerning and ill find out for you… “

    “Sure, we believe there is a significant problem with X. Would it make sense we if book in a quick call [with the real decision maker] so I can see if that is the case?”

    #9012285
    PATRICK SIDEBOTHAM
    Participant
    Jun 8, 2023
    PATRICK SIDEBOTHAM Jun 8, 2023

    Thanks Will !

    very helpful and ill revert back if i come up against anything else that stumps me… just trying t perfecvt the calls and try a few cadences out.. never seem to get the time though !

    #9012289
    Will Barron
    Keymaster
    Jun 8, 2023
    Will Barron Jun 8, 2023

    Thanks Will ! very helpful and ill revert back if i come up against anything else that stumps me… just trying t perfecvt the calls and try a few cadences out.. never seem to get the time though !

    Yeah time management is super important. We literally just covered it on this afternoon group coaching call.

    Identify what drives revenue and drop everything else.

    #9012293
    PATRICK SIDEBOTHAM
    Participant
    Jun 9, 2023
    PATRICK SIDEBOTHAM Jun 9, 2023

    Hi Will,

    Yeah, going to read through your books a second time and then need to try and change my commission scheme at work… I get a lump sum of £300 for any new client spending over £13k and 2% thereafter of anything over that £13k.

    Any new existing key client that spends 30% more than last year I get a lump sum of £350… all tax deductible.
    So I don’t get commission on everything I do…spend a lot of time having to deal with legacy clients that I don’t get commission on…any ideas or do you know of any good commission structure sources/plans that i coukd try reccommend … ?
    Much appreciated !!!

     

    #9012296
    Will Barron
    Keymaster
    Jun 9, 2023
    Will Barron Jun 9, 2023

    What’s your average deal size? Whats your rough base pay (i.e. if your base pay is £120,000 then commissions are less important)?

    If you’re outside of London you should have the opportunity to earn £100k+ a year (more if you’re unlucky enough to live there).

    If that isn’t the case I’d discuss your opportunities internally or look for other jobs.

    Sales is hard.

    To be willing to make the sacrifices to be successful in sales, there has to be a fair exchange of cash.

     

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