What are the fundamental principles of customer service?

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In these types of situations, where you have a potential client busy, it's important to be proactive. You need to identify what's needed to add value to your proposal. This way, you'll likely be able to speed up their decision-making process.

We recommend asking open-ended questions and establishing a timeline for your next sales activity.

To schedule a call you can use one of these phrases:

Specifically, what are your concerns? What do you need to assess?
What can we do to speed up the decision-making process?
I'd love to understand your decision-making process more deeply. I'd like to see stockholder database if there's anything I can do to help you make the best decision for your business. How about we meet next week? I have X or Y availability. Which option works for you?
What kind of information do you need to make a decision? Is there a specific aspect of our solution that doesn't suit you?
When you receive this type of objection, it's very important to review your conversations and your overall experience with this prospect.

Ask yourself: Have they shown genuine interest in our offer so far? Is my client really busy or overburdened? What objection could also be holding them back? Or... is there a negative pattern in the conversations? Is it time to send them to the lost stage?

Often, by not asking these types of questions, we end up overloading our sales funnel . What we do is wear down our salespeople, who continue to follow up with follow-up after follow-up. And worst of all, we end up with a prospect who was never really that interested in our product.

Your contact timeline in Pipedrive is key. It helps your team measure the history of each activity with a specific contact. It also allows salespeople to address all types of sales objections in an informed and personalized manner.

This information can also help you detect patterns in your prospects' behavior and establish follow-up processes for customers who raise these types of objections.