Are you making too many follow-up calls? It’s time you recognized when a sale is dying.
Whether it’s because of a stubborn attitude or not realizing when a sale is truly dead, salespeople sometimes spend too much time chasing accounts that simply don’t qualify as a potential sale. This should have been detected during the discovery process in your presentation. If it hasn’t, ask questions to determine exactly where the prospect stands. When discussing the possibility of earning the business of a client, it is crucial that you give them the opportunity to not only say “Yes” but “No” as well. Getting turned down can make you feel rejected, but it also allows you to go on to more promising prospects. Remember the word “No” is simply a two letter word, that’s it.
Photo credit: Gerry Balding