There was a lead that came in few months ago. As I normally do, I sent out an introductory email with details, fact sheet and other basic information about our product. No selling whatsoever. First of all, I don’t sell. I help customers solve problems.

Followed by the introductory email, I called the customer the next day. Fortunately, I got the same person on the phone to whom I had written. I introduced myself with a smile on my face. [It shows up on your voice, they say.] I thanked him for giving us an opportunity to serve his company. The conversation suddenly ended with the customer saying “currently we are not using this thing”. While I was deciphering what he had just said and hanging on the phone, the customer banged on the phone after he said what he said.

I did not call him back. But I should qualify the lead. What should I do now?  I decided to send him an email. The following was the content of the email:

Chirag,

This has reference to the call I had with you just now. You said “currently we are not using this thing” and disconnected while I was still talking to you. I am here to help you. If you are facing any issues with Pipeliner CRM, please let me know. I will be able to help you get the most out of Pipeliner CRM.

Are you the head of sales ? If not, can you please introduce me to your head of sales ?

Normally, all of us have a very bad notion of sales people. We think that they are here to defraud us. Remember, your company has Sales people too. Do you want your customers to treat you and your sales people exactly the same way you treated me? I guess not. Right?

I am the Founder and CEO of Zignalytics CRM Consulting Private Limited. I have been in business for 14 years and I have a total of 24 years of experience. I am not here to cheat anyone.

If you need any help with Pipeliner CRM, feel free to call me on my mobile no: +91-98455-57401.

Thanks and Regards,
Kannan

Well this email had a response. He apologized and said there was some issue with the telephone network. And he said they bought another product and will not be able to migrate for the next 4-5 months and promised to get back to me after 4-5 months. And asked me to share some information and I did.

Fear in Sales is something that none of us are willing to admit. But its there. And plays roadblock to our Success. We never say what we intend to. We never ask what we want to. We are there to help customers solve problems. We are not there to exploit customers. We deserve the respect from our Customers for the excellent work that we are doing in helping them solve their business problems. Why shouldn’t we be equals to our customers and prospects. We are in fact. Why should we have any fear? Challenge your fears and get ahead in life.

Robert Terson in his book “Selling Fearlessly” confronts this fear and tells you how to sell from a master salesperson’s perspective with his 43 years of experience.

Selling Fearlessly: A Master Salesman’s Secrets For The One-Call-Close Salesperson

Always remember that your role is to help customers solve problems. If you are not solving their problems somebody else will.

Happy Selling!!