During a recent sales training workshop, we were discussing the challenges of getting prospects to make buying decisions. One person (let’s call him “Jim”) spoke up and shared an example of how not to approach this delicate subject.
One of his prospects (who we’ll call “Marty”) had had some sample products in his possession for a few months—much longer than the allotted time of four weeks. Jim’s superior demanded that he get the prospect to either return the products or place an order.
So Jim sent Marty an email which stated something along the lines of “You have had ample time to try our product and since you haven’t made a decision, it’s time for me to collect my toys and go home.”
Jim told the workshop attendees that, while he did persuade the prospect to make a purchase, the prospect had expressed disappointment at the tone of his email. Marty’s response was “I know you’re under pressure to close deals, but you really need to think twice about sending emails like that. You have no idea what I’m going through right now. I’m working with 50-percent fewer resources and yet I’m expected to achieve the same results I used to.”