Here is an interesting sales challenge I encountered while coaching a sales tune up in a Florida-based outbound/inbound call center. I am assigned to a specific salesperson for a 2 hour block of time to coach on sales calls.
I walk into his office and observe on the salesperson’s phone that he has been on hold for 22 minutes. The client keeps checking back saying to the salesperson “Hold on, I’ll be right back.” Same type of call happened one week prior to my visit. Salesperson did not disconnect the call until the 44th minute. (Hint—there are many moving parts with this—can you identify them?)
How would YOU handle this…?
YOU Be The Sales Coach and Respond Below!
Video Response From Chuck Bauer
The Video will be shown here
It seems obvious that NOW is not a good time for the potential client to talk.
I would do one of 2 things…
1) Hang up after 5 minutes and send a meeting quick request to the client. If accepted, make sure to send a reminder.
2) Send an email apologizing for having to get to my next appointment. And ask for an appointment – giving two specific date and time options. If accepted, make sure to send a reminder.
Looking forward to hearfng comments from other bloggers.
Happy New Year!
cb response:
http://www.covideo.com/p.php?s=07e08e7a40
chuck:
as always spot on. Won’t be kept on hold but love the “over-accommodating”. Will ask myself that from now on.
Appreciate your awesomeness.
Linda