The cost of “let me get back to you on that”

September 13, 2019

 

Let me get back to you.

How often do your sales team say those words?

A study by Forrester Research found that 70% of sales people are not prepared to answer questions from the buyer during a sales meeting, and that 77% do not fully understand the buyers’ issues. So it’s very likely that your team are asking your customers for a follow-up just so that they can answer a question instead of using that meeting to close a deal.

Now, do you know how much a follow-up meeting might cost?

A study by Forrester Research found that 70% of sales people are not prepared to answer questions from the buyer during a sales meeting.

Consider what goes into a meeting. There’s the planning – after all you have to spend time trying to arrange a convenient time and location with the customer and all the interested parties, there’s travel expenses and the cost of time associated with the travel, meeting preparation and then the actual meeting itself.

Some estimates put the cost of a sales meeting at $6000 per meeting. That phrase “Let me get back to you” is costing you $1000 per word!

So do you really want your team to be saying “Let me get back to you”?

No, of course you don’t, you need your team to be meeting the customer at the next meeting to be talking about commercial terms, or focussing on closing the deal.

Your team need to be able to handle customer objections, they need to be able to talk about differentiators from the competition, to talk about the application of the product and how it will handle the customer pains. Any time that they need to postpone answering customer questions until a future meeting is not only increasing the cost of the sales, but allowing the competition an opening to take advantage of.

Using Sales Pitch Pro you team will maximise the effectiveness of every meeting they attend. A Sales Pitch Pro enhanced sales team is able to respond to customer enquiries, identify and present relevant solutions and talk in-depth around those solutions without requiring those costly follow up meetings.

 

So what do I need to do to prevent these meetings?

It’s easy – get in touch with us today by filling in the form below to request a demo. We can show you just how easy it is to automatically create accounts, contacts and rich, meaningful reports into your CRM.

 

 

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