‪How To Write An Email When A Deal Is Struck Or Stalled – Email Tips For Sales Professionals

In this video, Bill Caskey, Author of Email It — A Seller’s Guide to Emails That Work with 20 Pre-Written, Ready-to-Use Emails, discusses the most common questions on emailing he gets from his clients.

This is one of the most common issues we’ve noticed: How does the seller deal with the sales process when it gets stalled?

This email tutorial gives the EXACT framework you should use when you must write this email.

*You can learn more tips on how to write emails to a prospect or your client at: ‪http://emailitsellersguide.com/‬

 

*VIDEO TRANSCRIPT*

Hi. Bill Caskey here back at Caskey One. Several months ago, we wrote a book, a PDF book called Email It: A Seller’s Guide to Writing Effective Emails and you can find that at www.EmailItSellersGuide.com. We got a lot of responses from it but we also had a lot of input to it and that was we get questions all the time on our podcast and on Whiteboard Wednesday, some of our other products where we have people respond and they say, “I’m struggling with a certain thing. What email do I write to my prospect when this is happening?” So we wrote down the top 20 email scenarios and we put them into a PDF book called Email It: A Seller’s Guide.

Today I want to talk a little bit about how to write an email when a deal is stuck or stalled. That’s one of the most popular ones and I will share with you a template of what you can use. I will read a little bit of what’s in the booklet here and then at the end, I want to share with you a couple of other modern rules of emailing that I think you might find helpful.

So how do I handle a deal when it’s stuck or stalled? I like to think of this as a template. If you use the template, review, reveal and recommend, when you’re writing an email, I think it gives you a really good platform to stand on. So in this case, when you have a prospect who is stalled or stuck, the review would be, “It has been a while since we’ve talked. I’ve left several messages and not heard back. From that, I assume that either priorities have shifted with you and it’s not such a big initiative anymore or I’ve done something to harm the deal.” So that’s the review. It’s kind of putting out the facts there of review.

The reveal here is, “The last thing I want to do Mister Prospect is to be a pest and continuing to call to check on you when there’s really nothing here anymore.” You’re revealing a part of you. You’re being a little bit vulnerable there, which you would probably do in person but unfortunately, when we go to write emails, we get this mask and this armor on and we send out these emails and there’s no flair at all to them. There’s no personal insight and so I like this concept of revealing there.

Then recommend is the third area and in this case, we say, “Here’s what I propose, Bob, as we get together sometime in the next couple of weeks and either decide to move forward or end it and I’m OK with either answer. If I don’t hear from you by Friday at 5:00,” on and on it goes.

So you can get the language in the Email It book but I wanted to give you some sense of the template that we use on some of these. So if you have a prospect where a deal is stalled, use your own words but follow this review, reveal and recommend template and I think it will help clarify what you need to write and also it will help you get some good response too. Now, I want you to stay tuned for a couple of more modern emailing rules.