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Strategies to Keep Prospects Engaged
1. THE BATTLEGROUND: THE BRUSH-OFF
You’re on the line with a key prospect. The deal could be massive. But you hear the classic signs of a hang-up coming: rushed tone, one-word answers, and the inevitable deal-killer... "Look, I'm super busy right now..."
This is the moment that separates amateurs from closers.
► FIELD INTELLIGENCE: Your Current Strategy Assessment
Before we arm you with a new weapon, you must assess your current tactics. Be brutally honest.
1.When a prospect says, "I'm busy, call me back," what is your typical, gut-reaction response?
Your Answer: _________________________________________________________
2. What is the success rate of that response? (e.g., "They hang up 90% of the time," "I get a vague 'next week' commitment," etc.)
Your Answer: _________________________________________________________
If you're not satisfied with that answer, the following framework is your path to taking control.
2. THE TACTIC: THE TIME-VALUE LOCK
This isn't about being pushy. It's about immediately demonstrating that hanging up on you is a costly financial mistake. We will achieve this in three steps.
Tactics
STEP 1: THE SHOCK & AWE HOOK (The Preliminary Offer)
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STEP 2: THE VALUE CHALLENGE (The Quarter-Million Dollar Question)
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STEP 3: THE "UNDER THE HOOD" ANALOGY (Justifying Your Questions)
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3. LIVE-FIRE SIMULATION: Rehearse for Battle
Reading is one thing. Doing is another. Use the framework to script your responses to these common objections.
Scenario A: The "I'm with Family" Objection
Prospect: "Hey, I can't talk, I'm about to sit down for dinner with my wife."
Your Scripted Response: _________________________________________________________
Scenario B: The "Just Email Me" Objection
Prospect: "I'm running into a meeting, can you just email me the information?"
Your Scripted Response: _________________________________________________________
Scenario C: The "Not Interested" Stonewall
Prospect: "You know what, I've thought about it and I'm just not interested in selling right now."
Your Scripted Response (Hint: Use the framework to challenge their certainty):
4. PRE-MISSION CHECKLIST
Before your next block of calls, run through this checklist. This is your final preparation to ensure you execute flawlessly.
You are now armed with a framework that gives you control in the most critical moments of a sales call. Go execute.
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