CALL ME BACK NEXT QUARTER

The prospect says, “Can you call me back next quarter?”

How do you respond?

Most salespeople say something like this: “What will be different in the next quarter?”

This reply can be interpreted as confrontational or challenging, putting the prospect on the defensive.

Why?

It assumes you understand the prospect's situation. You’re asking someone to justify their answer.

It presumes that there must be a significant change or improvement in the prospect's circumstances for them to reconsider the conversation, which may not be the case.

The way out?

Use a mirror or label to unlock more truth. (Chris Voss)

Here are some examples:

Mirroring:“Next quarter?”Repeating the 2-3 most important words with a slight uptone as if to say tell me more.

Labeling:“Sounds like you have other priorities you're focusing on.”“That’s not a problem. Seems like you have a bunch of things to wrap up before the end of the year.”

Labeling is verbalizing the underlying emotion behind what was said which elicits more information.

Mirroring and labeling unlock more truth.

Why does this matter? No truth, no trust. No trust, no transaction.

Don't fight the resistance. Join the resistance.

Verbal aikido.