Remember Me
forgot your password?

Sales Success Tips-Stop Chasing Your Prospects and Close More Sales Immediately

"Is it just me or are prospects becoming more difficult to close?"

This is a question I received from someone who had signed up for my free sales mini course. Obviously, this is a difficult question to answer without more details, but the general answer is yes, for the sales professional who fails to follow a clear, proven process, there is undoubtedly more failure than ever before.

We allow the prospect to set the tone because the "customer is always right." Sorry, not always. If we chase our prospects or allow them to dictate the process, while we bow to their every whim, allow them to abuse our time and talents, how much respect can they possibly have for us? Then you have to ask ourselves, "Would I want to buy from and open a relationship with someone I don't respect?"

"John" was tired of chasing his prospects via phone tag, delayed or unanswered emails, and delayed decision making, etc. Actually, each of these issues should be broken down into much smaller pieces and examined more carefully to determine where the breakdown is occurring. It would be impossible to address even one of them in a single article, but there is one common element that runs through each of these issues that can help you to avoid many of the frustrations that you may be facing.

The most important thing you can do in your sales process is to get a commitment from your prospect at every step in the sales process. Even a tiny one. This will keep you in control of the process and because of that will keep you in a respectful position in the eyes of your process. A reluctance or refusal of your prospect to make even a small commitment is a strong signal to you that it is time to move on. On the other hand, a prospect that commits and follows through is building a relationship and trust with you. It's a simple rule, but one that even the most successful sales professionals struggle with from time to time. Get a commitment for another step or get a no. It is as simple and complex as that. Just remember that even the tiniest commitment is a step forward. In almost every situation, these commitments must have time frames attached.

Consider this exchange: Prospect: I'm covered up this week, I'll review the material and maybe we can talk next week. You: Great! I'll call you next week and we'll talk further!

Now I have encountered many sales people who will insist that they "have one on the hook." Not likely. The most likely scenario is that they never speak with this individual again because the prospect ducks their calls, or if they do have another conversation, somehow the prospect still hasn't gotten around to reviewing the material.

Now consider this instead: Prospect: I'm covered up this week. I'll review the material and maybe we can talk next week. You: Great! I know how it feels to be busy. I've got quite a full schedule myself. Since neither of us has a lot of time to waste, let's make sure we don't end up playing phone tag. I can call you next week at 3:45 on Thursday or about 11:40 on Friday.

Then shut up. Let the prospect choose. Whichever time your prospect chooses, follow up with "Wonderful! That will probably work out best for me too. And speaking of time, make sure you have gone through the material and noted any questions or comments that you have. That way we can BOTH make the best use of our time. Can you do that?"

While the commitment may be the most important part, what you have just done accomplishes several things: 1) You have kept control, 2) You have established yourself as busy and efficient by offering odd times rather than the same old "around 3:30," that they will get from most others. 3) You've now built in a guilt factor for helping to get the task of review completed.

While none of these things alone will likely get you the sale, when they all come together, your chances for moving forward are much higher.

Greg Beverly
Greg Beverly has been coaching business and sales success for more than 21 years. Imagine taking that dream vacation, driving that car you've always wanted, and spending more time with your family, while still making more money, SALES SUCCESS
Rate this Article: 0 / 5 stars - 0 vote(s)
Print Email Re-Publish

Add new Comment



Captcha

  • Latest Sales Articles
  • More from Greg Beverly

Pre-set-up or customized exhibition stands

By: Martinapp | 22/12/2009
A very important moment for all companies is the appointment with the sector trade fair, a key event to show their showcase to the world and other companies.

Pre-set-up or customized exhibition stands

By: Martinapp | 22/12/2009
A very important moment for all companies is the appointment with the sector trade fair, a key event to show their showcase to the world and other companies.

A WEEKLY ROUND-UP OF SOME BIG-TICKET CITY DEALS

By: Raja Kaushar | 22/12/2009
An apartment, admeasuring approximately 1,780 sq ft, was leased out at Planet Godrej in Mahalaxmi at a monthly rental of Rs 1.5 lakh.

E92 Quad Band analog TV Cell Phone Free 2GB Card

By: peipei88315 | 22/12/2009
E92 Quad Band analog TV Cell Phone Free 2GB Card

E92 Quad Band analog TV Cell Phone Free 2GB Card

By: peipei88315 | 22/12/2009
E92 Quad Band analog TV Cell Phone Free 2GB Card

F1 Dual Card Quad Band TV cell Phone Free 2GB Card

By: peipei88315 | 22/12/2009
F1 Dual Card Quad Band TV cell Phone Free 2GB Card

F518 Dual Card Tri-Band IPod Appearance cell phone

By: peipei88315 | 22/12/2009
F518 Dual Card Tri-Band IPod Appearance cell phone

Walmart Online Survey Scam

By: Andrew Ramsey | 22/12/2009
Walmart Online Survey Scam

How to Collect Your Past Due Receivables Today

By: Greg Beverly | 25/05/2006 | Management
If you are like many small businesses, even a few late payments on your accounts receivable can seriously crimp your cash flow. It is vitally important that you take immediate and systematic steps to limit the number of past due receivables that you have at any time.

Sales Success Tips-Effective Cold Calling Can Double Your Number of Appointments

By: Greg Beverly | 22/05/2006 | Sales
Is cold calling a part of your lead generation process? If so, then this article may contain the secret to doubling or even tripling your appointment rate.

Sales Success Tips-Stop Chasing Your Prospects and Close More Sales Immediately

By: Greg Beverly | 25/03/2006 | Sales
"Is it just me or are prospects becoming more difficult to close?" This is a question I received from someone who had signed up for my free sales mini course. Obviously, this is a difficult question to answer without more details, but the general an

Cash Flow Management - Your Ticket to a Bigger Bank Balance

By: Greg Beverly | 14/01/2006 | Management
Sales and Profits. Ask any small business owner and that is likely what you will hear him or her talk about. In reality, it is cash that makes the world go round.

Collect Your Past Due Receivables Today

By: Greg Beverly | 13/01/2006 | Management
Cash flow is the lifeblood of every single business in the world. One of the best ways to improve your cash flow is to reduce your past due accounts receivables.

Sales Success Tip-Stop What's Not Working

By: Greg Beverly | 18/12/2005 | Sales
To increase your sales success, find out what you are doing that is not working and stop doing it. Sound simple? It is. However there is a difference between simple and easy.

Sales Success Tips for 2006

By: Greg Beverly | 14/12/2005 | Sales
If there is one thing that I could pass along to you to aid you in reaching your potential, it would be for you to take decisive, massive action. Do that which you have been saying for weeks or months, or even years, that you need to do, but have been put

Submit Your Articles Free: Signup

Use of this web site constitutes acceptance of the Terms Of Use and Privacy Policy | User published content is licensed under a Creative Commons License.
Copyright © 2005-2008 Free Articles by ArticlesBase.com, All rights reserved. (0.30, 1, w3)