You’ve probably encountered this situation at one time or another. You met with a prospects, felt that the two of you were on the same page, and walked away from the meeting elated about the sale you were about to make. Later, you tried to pin the prospect down to close the deal and he was on the fence. Although frustrating, stalled deals do occur from time to time and knowing how to reengage with your prospect will make the experience less likely to result in a missed opportunity.
Think Positively
Although this advice sounds very New Age, it really is useful in the sales world. If you approach your prospect from a perspective of fear, it can be off-putting and lessen the likelihood that you can reinvigorate the sale. Be mindful that this is just one deal out of many potential ones, rather than focusing on whether this will prevent you from meeting your monthly financial goals.
Prepare Supporting Documentation
Knowing that stalled deals are an unfortunate reality, be prepared for them. In the course of your work, you’ve probably seen that there are certain points in the sales life cycle where prospects are hesitant to move forward. Typically, their reasons can be attributed to fear and uncertainty. Create documents that address common questions and fears they might have so that when a deal does stall, you can address their concerns.
Use Testimonials
When a deal fails to move forward, it is because the prospect doesn’t believe that there is enough value in completing the sales transaction. Think of clients who at one point felt similarly and later on, were very pleased that they decided to go through with the deal. Share these stories with the prospect to set his mind at ease and to let him know that this commonly occurs in the sales process.
Be Forthcoming
Throughout the sales life cycle, you want to avoid giving the prospect the false impression that the deal will be simpler than it actually is. Instead, be upfront about any potential issues without inundating him with stories about what could go wrong. This establishes trust and credibility, important factors in a sales transaction.
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Titan List is a full service Advertising and Design agency specializing in Direct Mail, Mortgage Marketing, Search Engine Optimization and Website / Graphic Design. Titan List has been around since 1998, and has a team of highly qualified individuals with experience in the marketing trends that fit your business. Unlike other agencies that source their work out, Titan List & Mailing handles the entire campaign in-house. Looking for a special list of data for your business? We can customize any data list for your company.
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