Sales Coach: Can I call you to discuss?

I spend a lot of my time coaching the RevBoss sales team and thought I’d start sharing my thoughts here too. Some of my nuggets might be helpful.  Your mileage may vary.

~Eric

Today we got an email from a fuzzy prospect — they’re reasonably active (though off and on) in their trial but we’re not sure if they’re a looker or a buyer.  The prospect emailed asking for an extension on his trial account, which he’s had for 3 weeks.

The rep suggested a couple replies to the email, briefly summarized below:

• No worries — I just extended your trial account!
• Sorry — you’ve had 3 weeks, you need to buy now.

Ultimately, I advised our team to use the request to get a phone call.  They can use the call to help the prospect and — more importantly for us — get some clarity on the prospect.

That’s what we did — our rep had a great call, we helped the prospect, and we think they’ll be able to buy by EOW.

When a prospect emails you with a question/request, don’t just answer reflexively.  Instead consider using it to create a phone call so that you can help them…but also uncover some truth and advance your agenda.