|
Author: Ari Galper Article source: http://www.storebuilder.co.uk/. Used with author's permission.
Could this be the worst moment in your selling cycle?
You've done all the right things with your prospect:
• You've identified a real need and developed a reasonably solid relationship.
• You've determined that your prospect is interested in your solution.
• You've had a couple of great meetings or conversations that let the prospect move the sales process forward.
• You've supplied everything needed to make a final decision.
• And you've followed up, as customary, by leaving messages or e-mails to see if you can get a final decision
But instead, all you're hearing is dead silence.
Not a word. Not a peep.
"I don't get it," you say to yourself.
"Everything was going so well, there's definitely a fit, we had a good relationship.
Then, all of a sudden, nothing.
What went wrong?
I know this feeling well because just about everyone who gets in touch with me (and I speak with dozens of you almost every day) struggles with this exact desperate situation --- wondering what went wrong, why your prospect has broken off communication, and, most importantly, what you can do about it.
The only person who can solve this mystery is -- guess who? Your prospect.
You may have done all the "right" things throughout the sales process, but, somewhere along the way, he or she has never felt truly comfortable enough
to tell you the truth about where they really stand with the decision to buy or not buy your solution.
Why not?
Because in most cases prospects don't want to hurt your feelings by telling you something that might disappoint you.
The problem is, something in your selling approach (your tone of voice, your attempt to create forward momentum, your use of traditional sales language) told them that the most important thing on your mind was making that sale.
However, what your selling approach must do is let prospects feel comfortable telling you the truth, all the way through the sales cycle, about exactly where you stand with them, without their having to worry that you'll feel disappointed.
This is the gap that makes it easier for prospects to break off communication, because keeping you at bay lets them feel safer and more in control.
Take "following up" as an example.
When you call or e-mail to follow up, what message are you really sending?
Consider this: that you're pursuing and trying to move closer to your sale.
This triggers sales pressure that makes prospects protect themselves by retreating behind their wall of silence.
Is there anything you can do in these situations?
Yes, definitely.
Don't worry, all is not lost -- but it's important that you look at how something you did or didn't do may have created the situation.
My guess is that, at this point, you'd like to hear is the "truth" about where you stand with your prospect, no matter what that truth is, right?
So, how do you get to it?
Not by moving forward, but by moving backward to try to repair the hidden break in the relationship. "I don't understand," you say. "How would I do that?" It's simple:
1. Just Give your prospect a call (avoid leaving a voicemail, and send an e-mail only if you have no other options) in which you convey the following message:
2. "Hi John, it's Ari with XYZ company, how are you? John, I'm not calling about moving the project forward or anything about the project itself. I'm just calling to apologize...I haven't heard from you for a few weeks and I figured it must be my fault or something that I may have done, maybe I dropped the ball somewhere along that way...so I'm simply calling (or writing) to see if you wouldn't mind sharing some feedback so I can improve for next time?"
In other words, you apologize.
That's right -- you apologize because it's crucial for you to take the high road and be willing to be told that something on your end did cause the communication breakdown.
However, most of the time, prospects will find your apology so disarming that they'll stop worrying about you trying to "sell" them and will finally feel comfortable telling you their truth.
Try it, and let me know how it goes. With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years.
His profound discovery of shifting one's mindset to a place of complete integrity, based on new words and phrases grounded in sincerity, has earned him distinction as the world's leading authority on how to build trust in the world of selling.
Leading companies such as Gateway, Clear Channel Communications, Brother International and Fidelity National Mortgage have called on Ari to keep them on the leading edge of sales performance.
Visit http://www.unlockthegame.com to get his free sales training lessons.
Credit Card Solution:an Essential Tool
Inorder to process credit card transactions they need to have credit card processing solution. As well as convenient, accessible credit, the cards offer consume...
Mount Chimborazo: Climbing Glaciers Near The Equator
Climbing up glaciers to the furthest point from the center of the Earth, I discovered that the guide didn't speak a word of English. That was good, since I didn...
A Winter Wedding
Make your Winter Wedding a winter wonderland. Go traditional or modern, we have Winter Wedding ideas for both.
Spend Less Time at Work and Get More Done
Studies show that after a certain amount of hours at work each week, the average worker hits diminishing returns for their labor.
Customer Conversion Mistakes That Will Cost You
Common Mistakes Company Owners/Sales Managers Make That Greatly Affect `Lead To Customer Conversion Ratios`.
Tanning Bed Options and Hints
Having tanned and nice looking skin is becoming more and more important in our society. We often have to use tanning beds in order to get our skin to the desi...
Divination
To try to act as if we are certain of anything is a trick of the ego. There are people who know things they are not willing to share openly or easily let others...
Should Sellers Order a Pre-sale Home Inspection?
One of the main reasons home sale transactions fall apart is inspections. This happens when something unanticipated is discovered during the buyers' inspections...
How to Lose Weight Easily, Increase Health with a Fast, Tasty Diet
If you are looking for a way to lose fifteen pounds in two weeks, a high protein diet, a low carb diet, a fruit diet, a no fat diet, a blood type diet, a juice ...
The I Word is Coming to a Town Near You
Hello Inflation, Have Not Seen You in A While
The Webs Best Online Auction Sites
The online auction world can be spelled in four letters: E-B-A-Y. But it might not always be this way, because eBay's overwhelming success causes problems, too....
Earn $100 for Every 10 Cents in the Price of Fuel
What if you could make a $100 for every dime? Sounds unbelievable doesn't it? Using some simple but, specialized information people are earning this amount from...
Discover How Yoga Will Help You Reach Your Goals – Part 1
Time is valuable and there are a number of successful methods for goal realization. Yoga will cross train your mind and body for maximum potential. Imagine be...
Staying Calm: Tips for Parents
Tips for keeping your emotions in check,
written exclusively for parents.
A Look at Memory Foam Slippers
Memory foam footwear is a quickly burgeoning industry. Manufacturers of sneakers, boots, slippers, insoles, and more are using memory foam in their products the...
8 Line Items of a Trade Show Budget
"How much does it cost to do a trade show?" I
5 DIY Anti-aging Tactics
Anti-aging is about smooth, unlined skin and so much more.
9 Things You Must Do To Maximize Your Chances Of Obtaining A Small Business Loan
To get approval for your small business loan application, you must be able to meet the lending criteria set down. Some organisations are more risk averse than ...
10 Steps to Take if You Are a Victim of Identity Theft
There have been an estimated 9.9 million victims on America and over 40% of all consumer complaints in the U.S. involve identity theft.
What can I do if I am ...
Take a Break
The creative process needs rejuvenation...
Demystify the Allegorical Misinterpretation of Bad Credit Personal Loans
Bad credit personal loans have a way of working but that you need to understand. Grasping this will make your prospects of getting bad credit personal loans ver...
Success Secret - How To Find Million Dollar Opportunities
They're really are powerful million dollar opportunites everywhere. Ok, let me explain.
Quick And Easy Bathroom Decor Changes
Are you tired of the way your bathroom looks? Don't feel bad, a lot of folks are in the same boat. The bathroom is one room in the home that can look drab and r...
10 Amplifying Ways To Turn Up Your Sales Volume
1. Make your potential customers forget about the competition. Just tell them to forget with a factual and believable reason why they should. 2. Joint venture w...
|
Print this page