 |
 6 CLASSIC SHELL TEASPOONS ONEIDA NEW 18 10 DEAL INSIDE $34.95 Time Remaining: 8d 1h 59m Buy It Now for only: $34.95 |
 6 FLIGHT TEASPOONS ONEIDA NEW 18 8 DEAL INSIDE $24.95 Time Remaining: 8d 2h 5m Buy It Now for only: $24.95 |
 12 KENWOOD TEASPOONS ONEIDA NEW 18 8 S S DEAL INSIDE $52.00 Time Remaining: 8d 1h 47m Buy It Now for only: $52.00 |
 UNITY TEASPOONS ONEIDA NEW 18 8 S S SPECIAL DEAL INSIDE $4.95 Time Remaining: 23d 9h 47m Buy It Now for only: $4.95 |
 JUILLIARD DINNER FORK ONEIDA NEW 18 10 S S DEAL INSIDE $8.00 Time Remaining: 1d 4h 35m Buy It Now for only: $8.00 |
 CHATEAU SALAD FORKS ONEIDA NEW 18 8 DEAL INSIDE $4.95 Time Remaining: 7d 23h 42m Buy It Now for only: $4.95 |
 6 MARQUETTE TEASPOONS ONEIDA NEW 18 8 DEAL INSIDE $29.95 Time Remaining: 8d 8h 29m Buy It Now for only: $29.95 |
 MARQUETTE ICED TEA SPOONS ONEIDA NEW 18 8 DEAL INSIDE $6.95 Time Remaining: 12d 13h 48m Buy It Now for only: $6.95 |
 8 CHATEAU TEASPOONS ONEIDA NEW 18 8 DEAL INSIDE $27.95 Time Remaining: 26d 14h 26m Buy It Now for only: $27.95 |
 MARQUETTE DINNER FORKS ONEIDA NEW 18 8 DEAL INSIDE $6.95 Time Remaining: 9d 14h 57m Buy It Now for only: $6.95 |
 12 FLIGHT TEASPOONS ONEIDA NEW 18 8 S S DEAL INSIDE $48.50 Time Remaining: 8d 2h 10m Buy It Now for only: $48.50 |
 CLASSIC SHELL TEASPOONS ONEIDA NEW 18 10 DEAL INSIDE $5.95 Time Remaining: 21d 3h 59m Buy It Now for only: $5.95 |
 KENWOOD TEASPOONS ONEIDA NEW 18 8 S S DEAL INSIDE $5.95 Time Remaining: 8d 1h 40m Buy It Now for only: $5.95 |
 MARQUETTE TABLE SPOONS ONEIDA NEW 18 8 DEAL INSIDE $6.95 Time Remaining: 22d 7h 29m Buy It Now for only: $6.95 |
 6 SATINIQUE DINNER FORKS ONEIDA NEW 18 8 DEAL INSIDE $39.95 Time Remaining: 8d 14h 35m Buy It Now for only: $39.95 |
 CLASSIC SHELL DINNER FORKS ONEIDA NEW 18 10 DEAL INSIDE $8.95 Time Remaining: 8d 8h 23m Buy It Now for only: $8.95 |
 SATINIQUE TEASPOONS ONEDIA NEW 18 8 DEAL INSIDE $5.95 Time Remaining: 7d 23h 46m Buy It Now for only: $5.95 |
 8 CHATEAU SALAD FORKS ONEIDA NEW 18 8 DEAL INSIDE $29.95 Time Remaining: 17d 7h 55m Buy It Now for only: $29.95 |
 CHATEAU BUTTER KNIFE ONEIDA 18 8 DEAL INSIDE $8.95 Time Remaining: 11d 9h 31m Buy It Now for only: $8.95 |
 6 SATINIQUE BOUILLON SPOONS ONEIDA NEW 18 8 DEAL INSIDE $39.95 Time Remaining: 8d 8h 39m Buy It Now for only: $39.95 |
 8 CHATEAU DINNER FORKS ONEIDA NEW 18 8 DEAL INSIDE $39.50 Time Remaining: 12d 14h 4m Buy It Now for only: $39.50 |
 CLASSIC SHELL SALAD FORKS ONEIDA NEW 18 10 DEAL INSIDE $8.00 Time Remaining: 1d 4h 31m Buy It Now for only: $8.00 |
 6 JUILLIARD DINNER FORK ONEIDA NEW 18 10 DEAL INSIDE $49.95 Time Remaining: 9d 14h 53m Buy It Now for only: $49.95 |
 2 CHATEAU SALAD FORKS ONEIDA NEW 18 8 DEAL INSIDE $9.95 Time Remaining: 17d 7h 53m Buy It Now for only: $9.95 |
 JUILLIARD ICED TEA SPOONS ONEIDA NEW 18 10 DEAL INSIDE $8.25 Time Remaining: 7d 15h 13m Buy It Now for only: $8.25 |
 6 CHATEAU ICED TEA SPOONS ONEIDA NEW 18 8 DEAL INSIDE $31.95 Time Remaining: 7d 23h 38m Buy It Now for only: $31.95 |
 KENWOOD DINNER FORKS ONEIDA NEW 18 8 DEAL INSIDE $6.95 Time Remaining: 8d 7h 58m Buy It Now for only: $6.95 |
 ARBOR ROSE ICED TEA SPOONS ONEIDA NEW 18 8 DEAL INSIDE $4.75 Time Remaining: 8d 7h 26m Buy It Now for only: $4.75 |
 8 SATINIQUE TEASPOONS ONEIDA NEW 18 8 DEAL INSIDE $39.95 Time Remaining: 9d 7h 28m Buy It Now for only: $39.95 |
 8 CHATEAU SALAD FORKS ONEIDA NEW 18 8 DEAL INSIDE $39.50 Time Remaining: 15d 13h 7m Buy It Now for only: $39.50 |
 8 CHATEAU BOUILLON SPOONS ONEIDA NEW 18 8 DEAL INSIDE $39.50 Time Remaining: 14d 8h 17m Buy It Now for only: $39.50 |
 8 CHATEAU DINNER FORKS ONEIDA NEW 18 8 DEAL INSIDE $39.50 Time Remaining: 15d 13h 4m Buy It Now for only: $39.50 |
 UNITY DINNER KNIFE ONEIDA NEW 18 8 DEAL INSIDE $10.95 Time Remaining: 10d 9h 19m Buy It Now for only: $10.95 |
 8 KENWOOD DINNER FORKS ONEIDA NEW 18 8 DEAL INSIDE $52.95 Time Remaining: 8d 12h 32m Buy It Now for only: $52.95 |
 8 JUILLIARD SALAD FORKS ONEIDA NEW 18 8 DEAL INSIDE $68.95 Time Remaining: 2d 2h 1m Buy It Now for only: $68.95 |
 8 KENWOOD SALAD FORKS ONEIDA NEW 18 8 DEAL INSIDE $52.95 Time Remaining: 8d 12h 39m Buy It Now for only: $52.95 |
 8 CHATEAU SALAD FORKS ONEIDA NEW 18 8 DEAL INSIDE $39.50 Time Remaining: 12d 14h 11m Buy It Now for only: $39.50 |
 6 KENWOOD SALAD FORKS ONEIDA NEW 18 8 DEAL INSIDE $39.95 Time Remaining: 13d 13h 40m Buy It Now for only: $39.95 |
 Baccarat Crystal Caviar Chip and Dip Serving Bowl Gold inside Gorgeous DEAL $450.00 Time Remaining: 2d 22h 27m Buy It Now for only: $450.00 |
Deal Inside
How To Deal With Red Flags
Copyright (c) 2010 Mr. Inside Sales
One of the biggest mistakes 80% of salespeople make when qualifying is to overlook or not react to obvious Red Flags prospects give during the initial call.
In their haste or desperation to "generate a lead" or to "fill their pipeline," most sales reps hope that the possible objection they just heard will miraculously go away once the prospect sees their information or product or service, etc.
But you all know from experience -- it never does. In fact, the law for calling back leads is that:
"Leads Never Get Better."
What appears to be an objection or deal killer always is.
Someone wrote me once about a prospect who wasn't calling him back only to find out the prospect was leaving the company. He wrote me and said, "I guess intuitively I knew he wasn't the right guy to make the decision anyway."
And I'll bet he knew intuitively because he heard (but didn't question!) the Red Flags that came up during the initial qualification call.
So how do you deal with obvious Red Flags? Do what the Top 20% -- as soon as you hear something that triggers your intuition or that gives you that sick feeling in your gut, stop and ask the tough questions!
Here's how you do it:
If someone says that they usually buy from ________, but would like to see your information, ask:
"Why would you switch vendors?" Or
"How many other companies have you looked at in the last six months?"
And then: "And how many did you go with?"
If someone says that they will pass it on to ________, say:
"Thanks. So that I make sure I'm not wasting her time it's best that I speak with her for just a few minutes. Can you please tell her that (your name) is holding please?" (If you're then told they are not available, make sure and get their direct line or the person's extension and keep calling until she picks up.
If someone says that they'd be glad to look at over, ask:
"Great, after you do, if you think that it can help you (or your business, etc.), when would you move on it?"
And so on.
The bottom line is that if you want to close like the Top 20% then you have to start questioning the Red Flags.
Remember: It's better to disqualify the non buyers early then to spend your time and energy chasing and pitching people who are never going to buy.
Plus it means that you have more time to find real buyers.
So this week, write up questions to the Red Flags you currently get and begin using them! You'll feel so much stronger as a closer, and you'll begin making more money. Believe me, it's a win/win.
About the Author
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