Sales prospects avoiding you? - sales-training
This issue's topic on sales prospects comes in reaction to a difficulty I customary from a reader.Question: Five weeks ago, I had a good chat on the phone with an central expectation in my territory. They have a need for our artifact and the expectation seems to acknowledge this as well. Every time I have talked to him, he has been very attracted and seemingly aware of the conundrum in his band that our creation can help solve. I sell print management and print tracking software and the dig acknowledged that the cost of printing is an issue for his organization. Last time we talked, he indicated he looked-for to assemble some in a row concerning his contemporary in service cost (which we most expected would be able to cut) already advent in for a demo. But when I called back at the time we had approved upon, I kept in receipt of voicemail. I have not been able to get him on the phone and he doesn't counter to the voicemails I left either. What do you advocate I do?" When Sales Prospects Won't Take Your Calls
When sales prospects stop captivating your calls, it's never a good sign. It means one of three things:
You said that this is a very central sales dig for you. I believe that your print management and print tracking software are high label items for which there are a imperfect add up to of companies in your territory who can come up with the money for them. If this is true, then you be supposed to pursue it further. If on the other hand you have many sales prospects in your territory, then you must doubtless move on.
If you elect to pursue, you need to get to a big name who can make a little happen. I advise that you get your management to go over your contact's head to the executive who would be most impacted by this decision.
Salespeople often get anxious about going over someone's head. We think of this as a high-risk maneuver. The risk of going over someone's head at this point is essentially lower than long-lasting what you are doing. Right now, the chance is not treating you as a partner - he is treating you as a dealer that he can dump on.
By going over his head, you can speed up receiving to both a yes or no. Long-lasting to leave voicemails is only going to drag out what will then maybe be a no.
Call your acquaintance first and let him know that a call will be appearance in. Leave a voicemail and say a bit like this: "The Head of my ballet company wants to speak to all of our best new prospective customers. He'll be occupation your VP on Wednesday. I attention that you would like to know ahead of he calls. Entertain call me. "
This move alone may get you a call-back from your contact. If so, tell him that your Head wants to speak to their VP since he knows that you can save their circle money. Tell your call that your Head will be calling, if you two can come up with a basis why he shouldn't at this time.
This call and your President's following call be supposed to shake effects up and each get the deal heartrending ahead or off your forecast altogether.
Look at this way. If your sales prospects cannot get any financial statement money or are too busy with privileged priority projects, then going to an executive gives your management the occasion to make your case. If they are operational with a competitor, then your management can attitude why the dig must look at you also. If neither you nor your management can get because of or get callbacks, then it's a beautiful clear sign that they aren't going to do affair with you.
© 1999-2004 Shamus Brown, All Human rights Reserved.
Shamus Brown is a Certified Sales Coach and ex- high-tech sales pro who began his career advertising for IBM. Shamus has in print more than 50 articles on promotion and is the designer of the accepted Influential Advertising Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips. industrialEGO. com/ and you can learn more about his credible sales skills guidance at http://www. Persuasive-Sales-Skills. com/
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