You're prospecting on the telephone and your prospect say's "...call me in a month". How many times have you heard that and worse yet, how many times have you said O.K. From experience, you already know that most of the time when you do call back you often get the same response, "...call me in a month"... and on and on!
Part of succeeding in sales is identifying what doesn't work and trying to develop a strategy that will give you better results. It doesn't mean that the new strategy will always work, but certainly get better results than you are getting now. Selling is a percentage game, always work to raise yours!
When asked "...call me in a month", let's think about what that means. Unfortunately, most of the time it means "I have no interest" but your prospect knows that if they tell you that, you'll bring out your best objection handling skills and they'll end up in a big arm wrestling match. So, they lie (I know, hard to believe). Or, there may be a legitimate reason why they say that.
So, with those two choices what could we say to improve our percentages?? First, let's say we'll be happy to call back in a month... and then ask "was there a reason you picked a month"? They need to have a legitimate reason and if they don't you might want to ask "do you really want me to call.
If they say yes, or have a legitimate reason for you to call why not try this:
"Instead of calling you back why don't we set up an appointment now and I will call you to confirm".
Get them to set the appointment for a month from today and you will be surprised at how many more appointments you will get.