The document discusses why prospects are not calling sales reps back and provides advice on how to get prospects to return calls. It states that prospects are not calling back because sales reps are not providing enough value in their messages. It advises reps to stop leaving boring messages and instead craft messages that provide helpful, useful information to prospects by learning what is important to them. Reps should focus on discussing the benefits their product or service provides to the prospect rather than what the rep wants.

1. Why a Prospect is not
Calling You Back

2. Hello!
I am Brandon Schaefer
I love to write about corporate business strategy,
growth marketing, and digital media marketing.
You can find me at @MyVSF_Brandon

3. “
The simple reason why a prospect is not
calling you back is that you’re not
providing enough value to them to do
business with you.

4. This is where you go wrong
Although you may feel you’re offering the best deal,
the prospect may be on the total opposite end of
the spectrum.
This is where most sales reps go horribly wrong.
They go on and on calling a prospect over and over
again, only to keep leaving lame and boring
messages that don’t provide any value.

5. Stop doing it
If this sounds like you, stop doing it immediately
and go back to the drawing board and craft up
something that’s helpful, useful, and valuable.

6. Learn this
It’s great that you want to put a
pool in your new home and you
need this deal to lock in the
down payment for it, but in the
prospects eyes, they really don’t
care what you want, it’s all
about them getting the best
deal.
It’s not about you
Do this
The faster you realize that it’s
not about what you want, and
that it’s all about what’s best
for the client, the faster you’ll
start getting to “yes” with them.

7. What you need to do
The cold shoulder
If you’re getting the cold
shoulder from a prospect,
you probably deserve it
because you’re clearly not
providing any value.
Figure it out
What you need to do is
figure out what’s
important to the prospect
by doing some
investigative work, and
then circle back and
directly present the
benefits that your product
or service is going to
provide to them.
What works
This is what works in
business, and this is what
the top sales reps do all
the time.

8. Speak the same language
Look at it like this, you’re not going to go to Spain
and try to talk English to everyone because it’s not
going to work too well. The same holds true in sales
when reps and prospects are talking different
languages, not in a literal sense, but in the sense
that they’re on totally different pages.

9. “
The bottom line is that a prospect is not
calling you back because you’re clearly
not providing enough value, so stopping
calling them and acting like you’re
begging, and start providing them with
some real value.

10. Meet in the middle
Meet in the
middle
Client Prospect

11. Thanks!
Any questions?
Send me a message to @MyVSF_Brandon or
email me at brandon@myvirtualsalesforce.com