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If you're selling one of the more popular services or products on the market (and who isn't?), then you probably encounter this blow off all the time. Like most brush offs, prospects like to use this because it works - unprepared reps typically respond with a feeble: "Oh, O.K, well, could I call you back in 6 months?".

"Not a problem at all. But while I have you on the phone, what I 'd recommend you do is at least discover a few features we provide that you may not be getting now, so if you ever need to reach out to another company, at least you'll have an idea of what's out there. As a matter of fact, let me ask you: Are you getting XYZ? (Mention something you offer that your competition doesn't ... )".

"That's fantastic and let me ask you: if in two minutes I can give you an idea of why more companies are switching to us, would you at least accept an email with my contact information for when you do need to consider using another person?".

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"That's fantastic - it means you're in our sweet spot. For the future, though, you might wish to know that in addition to the (product/service) you're getting from them, we can also give you XYZ - would you find that useful?".

As you can see, these scripts are designed to start a dialogue with someone and get past their initial reflex response. If you can get someone speaking with you, you have a much better chance to find an opening and create an opportunity to uncover a qualified lead.

For many contractors, the main point they wish to know about Bid Bonds is that they have them when they need them. However, the successful management of the account requires controlling a number of elements. Let's examine them.