On this week’s episode of Market Dominance Guy, Chris Beall continues his conversation with Cherryl Turner, Chief Development Officer of ConnectAndSell’s newest division, Flight School. Together they talk about why it is that of the four sales outcomes — Yes, No, Not me, or Not now — the response that dominates is “Not now.” As Chris explains, “It’s the nature of life.” People are busy. Things come up. Priorities shift. But when a prospect says, “Not now,” what’s a sales rep to do? Push harder and try to squeeze his pitch into the conversation anyway? Or should he relax and bow to the prospect’s protestations that it’s a bad time to talk, by graciously saying, “No problem. I’ll give you a call next week.” It’s an unusual reaction in the high-pressure world of “Make that sale,” but this may be one of the keys to Cherryl’s success in her career: as Chris says, she handles the rigors of cold calling with grace. It also takes grace to handle the frustration of a no-show. But Chris’s surprising reaction to a cancelled appointment is, “I heart no-shows! They’re my favorite thing in business!” A no-show, he says, makes the relationship more real, because now it’s less perfect. It creates a more-even footing for the next conversation, as well as an opening for a prospect to reveal an insight or two about his business as he explains the why behind his missed appointment. So, when a rep or AE is faced with a no-show and is able to relax and say, “Hey, I understand. I’ll call you back later so we can find a time that will work better for you,” then that improves what Cherryl calls the “trust-o-meter.” She has learned that being persistent with call-backs to “Not now’s” and “No shows” lets her prospects know that she believes in the potential value of what she is selling. And you can believe me when I say, you’re going to want to hear every minute of this week’s episode of Market Dominance Guys, “I Heart No-Shows!”  

In this week’s Market Dominance Guys’ podcast, Chris Beall conducts a solo interview with Cherryl Turner, Chief Development Officer of ConnectAndSell’s new Flight School Division. In the first episode of this two-part conversation, Cherryl relays to Chris how she got started in cold calling and about the important experiences she had talking with prospects — experiences that helped shape how she approaches cold calls and conducts meeting-setting conversations today. As an example, Cherryl recounts a pivotal moment during a call with a prospect, in which she had the impulse to stop talking and just listen — instead of pushing to make the sale — and how the whole tone of the conversation warmed up after that. This was a career changer for her! Chris alludes to this when he describes Cherryl, touting her practice of conversing with each prospect as a peer and the way she is constantly looking to understand and help them. Feel free to borrow everything you’ll learn in this week’s Market Dominance Guys’ episode, as Cherryl Turner shares “The Secret of Her Success.”