Objections that are really questions
Many objections in a reply are questions in disguise. How to hear what the buyer is really asking, the reply to send, and what not to say back.
3 min read
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Posts on replies for services firms selling $50K to $500K engagements.
Turning a no into a later
A no from a senior buyer is usually a no for now. Here's how to read it, the short reply that keeps the door open and what not to do when you hear it.
3 min readWhy replying within the hour matters
Why answering a senior buyer's reply within the hour turns more conversations into meetings, what to send fast, and what to avoid in the rush.
3 min readWhat unsubscribe requests teach you
What an unsubscribe request from a senior buyer usually means, the short reply to send, and what a pattern of them says about your targeting.
3 min readThe reply that asks for a call next week
When a buyer replies asking for a call next week, the next note decides if the meeting happens. How to confirm it, prepare it and bring the right people.
3 min readThe forward to a colleague
What it means when a buyer forwards your note to a colleague, how to reply to both people, and the mistakes that turn a good handoff into a dead end.
3 min readThe angry reply
What an angry reply to a cold note usually means, the short response that calms it down, and the mistakes that close the account for good.
3 min readThe one-word reply
What a one-word reply from a senior buyer usually means, how to answer "sure", "no" or "who?" without losing the thread, and what to avoid.
3 min readThe out-of-office reply is a lead
An out-of-office reply isn't a dead end. It names delegates, reveals the org and tells you when to follow up. How to read one and what to send next.
3 min readWhen they say they're not the right person
A "not the right person" reply is often a referral in disguise. What it usually means and the short reply that turns it into the right meeting.
3 min readWhen they ask what it costs
When a buyer asks what it costs before you've scoped anything, give a real range. What the question means, the reply to send and what to avoid.
3 min readWhen they say we tried this before
When a buyer replies that they tried this before, it's an opening, not a no. What the reply usually means and the response that keeps it going.
3 min readWhen they ask how you got their name
What it means when a senior buyer asks how you got their name, and how to answer honestly so the question becomes the start of a real conversation.
3 min readWhen they ask who else you work with
When a buyer asks who else you work with, they're checking whether you're safe to bet on. Here's what it means, how to answer and what to avoid.
3 min readWhen they say reach out next quarter
When a buyer says reach out next quarter, it's often real timing and sometimes a soft no. Here's how to tell, what to reply and how to come back.
3 min readWhen they say talk to procurement
When a buyer sends you to procurement, it can mean a real process or a polite exit. Here's how to tell the difference and the reply to send.
3 min readWhen they say we do this in-house
An in-house reply is rarely a final no. What the reply usually means, the response that keeps the conversation going, and the mistakes that end it.
3 min readWhen they say it's not a priority right now
What "not a priority right now" usually means from a senior buyer, the reply that keeps the door open, and the follow-up habits that close it for good.
3 min read