Problem: You’re in that familiar, albeit uncomfortable, position of having to chase a prospect that told you they were interested.  But, based on their failure to commit, it appears that they are not.  Initially, they seemed very convincing in their interest regarding your product or service (as they nearly always are).  Since then your tactic has been to try to get their ear so that you can tell your story more convincingly, provide a comprehensive review of your features and benefits, and ferret out any objections that might be blocking the sale.  To that end you’ve been persistent and called them at least weekly, sometimes more.  But that effort has yielded no tangible results and now you’re fearful that you’re becoming a pest.

Diagnosis: You believed all the positive things they told you in your initial conversation.  You may have even included them in your sales forecast.  You exhibited the typical trust and optimism that characterize most salespeople.  Now you’re playing hide and seek with the prospect and losing.  Worst of all, you failed to agree with them about what your next step would be.  So, now you’re stuck.

Prescription: Traditionalists beware!  This is a tough one for many salespeople, but it’s the only way you’ll be able to regain control.  However, you’ll have to overcome all your old instincts to continue to sell.  This may take some doing since you will want to think you’ve still got a chance. But, you have to call the game!  Take it to “no”!  Change your assumption from the answer being a “yes” to it being a “no” and tell them.

Find a way to get through to the “prospect” and explain that you haven’t been reading the signals very well and, based on his failure to return your calls, you believe that they have no interest in moving forward so you’re going to close the file.  If they are still interested, they’ll tell you.  If not, you’ve just liberated yourself from another wild goose chase.

Good Selling!

Jim Lobaito
President
The Performance Group

For more information, check out our website at www.pmgllc.net
or call us at 800-550-9509.