We get this question a lot in our training. “I’ve got this prospect who keeps saying he’s ‘in’ but he then avoids me when I try to close!”No sweat. Let me dial it down with you.
You may have a suspect masquerading like a prospect. You see, people can come into and out of your prospect funnel. If you expect people to be prospects all the way through the sales process, you’re naive. I know you better than that!
Like we say, “Don’t expect much and you’ll never be disappointed.” (The arrogant hate that saying, coz they think that means you’re giving up. Quite the contrary–but that for another post.) I never expect anything–not because I want to cushion the fall–but because when you begin expecting something to happen in a certain way–then you close yourself off from being flexible–or to having it happen in other ways.
So, when someone who you thought was (and I mean “was”) a prospect, now tells you they’re in “think-it-over-land,” you have to handle it correctly. Don’t beg. Just say, “Kind of thought that was the case since I didn’t hear from you. This is not unusual when considering a purchase like this. Sounds like you’re having second thoughts. Let me ask you this. Are you having second thoughts about solving the problem we discussed or second thoughts about who you want to help you?”
Now this assumes that you’ve been following my process–that you can’t sell someone something unless there is a compelling reason for them to change (problem they’re wanting fixed, or a solution they’re urgently dying for).
If you have neither of these, then you never did have a prospect. But that gives you something to work on.
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Thanks for this insight. I am working on overcoming objections related to ROI.