What to Do When the Prospect Says YES and Then Does NOTHING

This situation occurs in about 1 in 3 sales training sessions I conduct. It’s one of my favorite (not really) things to hear from salespeople:

I GOT THE VERBAL!

You got the verbal? You got nothing.

If you’re a professional salesperson, you probably already know this. If you’re new or struggling, here’s the tip:

IT’S NOTHING UNTIL IT’S SOMETHING.

Deals go bad. Prospects lie. Things change. All of these events can change the VERBAL in a New York minute. So what should you do?

1. Watch what they do, forget what they say: If someone gives you a VERBAL, take it at face value and keep your own emotions and expectations in check.
2. Drive the process: Once the VERBAL comes, it’s your job to drive to an end. Share the crystal clear steps: i.e., Thanks, Joe. Here is a document that outlines specifically what happens next.
3. Stay mentally behind the deal: Everyone around you will want to “get excited.” Not you. You stay even-keeled. You get excited when the money hits your checking account.

Last but not least. No matter who asks, never again say: I GOT THE VERBAL.

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Tagged as: Bryan Neale, getting the verbal, sales strategies, sales training