Dial tone got you down? When a prospect abruptly ends you call, it’s easy to overreact. Even the best salespeople can often feel defeated, angry, or insecure at the thought of rejection. So, what do you do when a prospect hangs up on you? Do you simply scratch them off the list and move on to the next one? Or maybe you should call them again and wow them with your persistence. No matter the reaction, you do not want to start breaking stuff.
But before you can even begin to take decisive action, there’s one important question you need to ask yourself. Why did the prospect hang up? There could be numerous reasons why the potential client ended the call. Reading these signs could be the difference between landing that whale of a deal or getting your bosses really angry.
4 Reasons Salespeople Get the Hang Up
1: You Pissed Off the Prospect
This is hands down the number one reason why sales calls get prematurely disconnected. If prospect is frustrated, chances are that you’re all mouth and no ears. People really get angry when you ignore their objections or won’t let them get a word in. The obvious and simple solution when someone is wasting your time is to end the call ASAP.
Or perhaps you made one of the many rookie sales calls mistakes i.e. being overly familiar or mispronouncing the clients name/company. Similarly, you could still do everything right and find the customer in a really bad mood. Either way, frustration means you have to work on your communication skills. Show the person you care more than just about business by addressing their immediate needs.
2: Overly Busy / Scared Prospect
Here’s another common yet incredibly difficult prospect to deal with. Sure, a hang-up can feel like a straight up kick in the shin. However, it’s usually ore about flight than fight when it comes to sales calls. A prospect is either too timid or too busy to bother engaging with random sales calls. Therefore, they prefer to distance themselves and keep on moving forward with their own businesses.
For the timid prospect, you won’t even get a proper explanation why they hang up. They probably won’t pick your calls in the first place. The busy prospect is a whole other game ball. Not only do they have the confidence to tell you they’re not interested, try calling them again and you will be thoroughly told off.
3: Negotiation Tactic
Although it’s a well-known antic, you’ll be surprised by just how many people still use the hang-up, especially when it comes to price negotiations. If you we’re just talking about the price and the prospect hangs up with a line like “sorry, you guys are too expensive for us”, chances are that they’re negotiating.
This move particularly stings, especially if you’ve had a productive and engaging conversation all along. Unfortunately, that’s part of the game. Some prospects will show you that they can walk away anytime and have better options to choose from. Ultimately, it’s up to you to decide if you’ll call them back and offer a better price, or move on to the next one.
4: I Made an Oopsie
Hey, don’t always assume the worst guys. It might just be a silly accident went and made the prospect get disconnected. Perhaps they pushed the wrong button when picking up or mid-call. Or maybe they stepped into an elevator, tunnel or basement where there wasn’t any coverage. Try to give the benefit of the doubt before jumping to conclusion. If your next call proves otherwise, well, at least you tried.
How to Deal with the Hang Up
First off, relax. If you’ve never got the hang up, then you’re probably not hustling hard enough mate. You’re most likely not challenging yourself and taking enough risks. What you need to do is immediately call them back. For all we know, they might still be eager to get you on the line again
Here’s one of the best transitions back into the conversation:
‘Sorry, lost you there for a second. Where were we?’
It’s not really what you sat, but how you say it. In the event that they announced the end of the conversation, call them back again and offer them an opportunity without sounding too needy. If they don’t pick up again? Well, a lesser sales person would quit, but not us. Send them a follow up email to see if they prefer conversing that way.
Final Word - The Hang Up
The most important thing to do after a prospect hangs up is to gauge the reason and take action immediately. Do not waste your valuable time mulling over the loss. Just pick up the phone and either call the prospect again or move on to the next one.
The shorter the timeframe between your calls, the more chances you have of bagging even more customers. So move forward with enthusiasm and find prospects who are eager to engage. Those are the calls you should care about; those are the clients who matter.
And speaking of calls that matter, make sure every second counts with Veloxy Mobile. Veloxy Mobile is an AI-powered sales and data management assistant which guides sales reps to take the right actions at the right time.
It proactively feeds you email notifications, upcoming meetings, prospect and opportunity details and priority tasks, based on your context and location. It also logs calls, email and texts into Salesforce for you.
Veloxy Mobile makes it a no-brainer to add and update leads, contacts and opportunities on the go, instead of waiting till later or not at all. Doing so, lets you get more out of Salesforce with less effort, and gives you 60+ minutes extra selling time per day.