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Are you sick and tired of going on sales calls and never hearing back from your prospects?
It's enough to drive anyone crazy! 
  FREE Webinar

 When Prospects Go Silent: 5 Principles to Get Prospects Reengaged! - March 24th



You've been working with a new prospect for several months. All of your conversations have been positive, they seem to like you and all indications suggest they are interested in your ideas. You deliver the pitch with confidence and enthusiasm. And then you hear those magic words . . . . "Everything looks good. Let me get back to you in a few days, and we can move forward."


A couple of days go by, and you don't hear anything. When you do follow up, your calls and emails vanish into thin air. 


In this Free program from Sales Training Central, with Eric Slife and Tim Wackel, you'll learn how to get your sale back on track when your Prospect Goes Silent.


Register Now

 A Top Pick
Please . . . Return My Call!

You finish your presentation, and your prospect states, "Everything looks great. I'll call you in a couple of days to move forward." Several days pass, a week, then a month. They don't return your calls, and you have no idea why. Sound familiar?


I'm not sure what's more frustrating; not getting the business, or not knowing why. Here are some easy tips to get prospects to return your call. 


1.      Establish Guidelines - At the very outset, establish guidelines for the relationship you are about to enter.


Mr. or Miss Prospect, thanks for agreeing to meet with me today. I have some questions I'd like to ask you today, and I'm sure you probably have some questions you want to ask me. Before we get started, I just want you to know, it's okay to tell me "No." Sometimes, a client chooses to go a different direction, but they feel uncomfortable telling me. If at any point while working together, you determine my product or service isn't the right fit, will you please let me know?


2.      Voicemail with Email - I don't expect people to return my voicemail. However, within my voicemail, I'll inform them I'm sending an email. Many busy decision makers never take unexpected calls, but they will respond to email. In my email I write: Mr. or Miss Prospect, upon our last discussion, you requested I follow up with you at this date and time regarding... I've tried several times to call you, but unfortunately, we haven't been able to connect. I'm beginning to feel like I'm becoming a pest. Please let me know your situation, so I know when, or if, I should contact you.


Because many people aren't comfortable telling you "no" over the phone or in person, this approach gives the prospect a way out of the situation, and you can spend time with people who are ready to buy. Often times, you uncover the reason for the delay.


(For more tips join Eric's free teleseminar When Prospects Go Silent )


3.      Disengage Caller ID - Call your phone company and ask how to disengage your caller id. This way your prospect can no longer screen your calls.


4.      Did I Do Something Wrong? - Mr. or Miss Prospect you asked me to follow up on... I've tried to reach out several times, but I never heard back from you. Did I do something that offended or upset you?


5.      Copy Referrer on Email - If you were referred by another individual, copy them on your email. This is especially useful if you were referred by a superior. Don't throw your contact under the bus, but apply a little pressure.


6.      Discard Proposals - Finally, always be willing to walk away. Your time is valuable, and you shouldn't waste it on people who lack the courtesy to respond to your calls or emails when they've asked you to invest your time in them.


When I provide one final opportunity, I will state: Mr. or Miss Prospect, you requested I contact you on... I've tried several times, but I never heard back from you. The price (or proposal) was good for 30 days, so I'm going to discard your file if I don't hear back from you by tomorrow.


Put a time limit on all your proposals. This creates a sense of urgency, and it doesn't lock you into a price for an extended period of time.


About The Author: Eric Slife and his wife Daphne started Slife Sales Training, Inc. in 1998. Their most recent sales training tool provides small and medium size sales teams comprehensive, ongoing sales training from premier trainers at a price that doesn't break your budget.


When Prospects Go SilentIf you want to receive more great ideas on how to reengage prospects, visit

and sign up for their FREE program When Prospects Go Silent on Thursday, March 24th.

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If you can't commit the time or money to an expensive 2 to 5 day training program that is forgotten after a week, then the sales training CD of The Month program is perfect for you.


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Want your advertisement  here? Call 706-664-0810 x11
More Gravy. . .

Lose the Fear  - Make the Sale

by Liz Wendling


The number one fear of sales professionals and entrepreneurs is rejection! Handling rejection and overcoming those negative feelings are critical to having success in sales.

This chronic and debilitating condition has taken down many sales careers and is one thing that stands between salespeople and the success they want. Fear of rejection is the one condition for which there is no cure, no little pill and no quick fix. The choice is yours - deal with it or get out of sales.




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About Sales Gravy eMagazine


Sales Gravy Magazine is the weekly publication of choice for 21st Century Sales Professionals and Sales Leaders. Published by, the most popular sales website on the planet. (source: Alexa, Quantcast,


We keep it Green by distributing to more than 140,000 Sales Professionals and Sales Leaders exclusively in digital format.


To Place Your Advertisement here please call 706-664-0810 x102 for a quote. Please download our media kit at


Recruit And Screen Qualified Professionals Face-To-Face!

At the Atlanta Sales Career Fair


Why Recruit at this Career Fair?




Experienced Sales Professionals - Unlike a general career fair, this event is specific to the Sales industry, featuring professionals with extensive inside and outside sales experience.



Immediate, Face-to-Face Meetings - Screen, interview and hire local and regional candidates face to face.



Online Resume Database - Job seekers' resumes are collected and made available online. Before the event, contact any qualified candidates and ask them to meet you at the fair. After the event, contact any candidates with whom you would still like to meet.



Shortened Time-to-Hire Cycle - You will be able to meet with potential new hires in a fast-paced, four-hour session - even hire on the spot, if you wish.




High-Quality Candidates - This career fair is powered by Sales Gravy and will be marketed to job seekers registered with Sales Gravy as well as other industry organizations to reach the most uniquely talented professionals possible.




Sales Career Fair in Atlanta
Thursday March, 2011
11 a.m. to 3 p.m.

Crowne Plaza Hotel Atlanta Perimeter at Ravinia

4355 Ashford Dunwoody Rd.

Atlanta, GA 30346

What you will receive as an exhibitor:


  • 8' x 10' exhibit space with a 6' skirted table, chairs and sign
  • 5" x 8" company ad featured in the event program book
  • Your company name listed in all event promotions
  • Access to the online resume database
  • Company signage
  • Standard and Gold packages available - learn more here.


For more information about this event, contact
Bob Westerkamp at 1.800.695.1939x2278
or email



Know someone who might be hiring? Forward this email to them.