|
|
Like this article? PLEASE +1 it! |
|
What to Do When Your Prospect Goes into Hiding
Written by: Dave KurlanArticle Overview: How many times has this happened to you? You have a prospect that you've already spoken with and when it's time to follow up they don't take or return your phone calls. What's up with that?
![]() |
Free Download - Sales Courage and Resilience By Dave Kurlan |
What to Do When Your Prospect Goes into Hiding
How many times has this happened to you? You have a prospect that you've already spoken with and when it's time to follow up they don't take or return your phone calls. What's up with that?
What's up is a lack of compelling reasons for them to buy - now. You may have provided them with some compelling reasons, but those are yours, not theirs. You may believe they were interested and they might have been - before. But in order to assure that your prospect is able to maintain their interest from one meeting to the next, they must have one or more compelling reasons to buy what you have or you'll be in chase mode again.
What is a compelling reason? It's a motivator that creates urgency. Interest in your product or service, a feature, a bell or whistle is just that. Interest. But interest won't cause a prospect to open their checkbook or meet with you a second time. There must be something more compelling than interest.
Like what? Like the mounting cost of an unresolved problem. But make sure your prospect is the one who cares about that money. Someone may tell you about the money being lost but if it isn't their money it may only be a fact - not an ongoing painful reminder of the problem.
What else? Downtime can be a compelling reason, but only if your prospect is the one getting the calls from screaming customers threatening to take their business away if the problem doesn't get fixed.
Anything else? Fear is a great one. But be careful here too. There are several kinds of fear. The only one that is compelling is the fear of something bad happening. But even that isn't enough unless your prospect would be unable to cope with the consequences of that event.
Anything can be a compelling reason. The key, as stated previously, is that it must be compelling to your prospect. Identify the compelling reasons why they would by something, and even better, why they would buy from you, and you'll keep your prospect coming back for more.
Article Tags: chase, checkbook, consequences, downtime, fear, money, motivator, painful reminder, second time, unresolved problem, urgency, whistle
|
About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan). Click here to visit Dave's website Visual Pipeline Salesperson Selection Predict Sales Turnover |
Related Forum Posts
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
The Biggest Domain Name Myth
Are You My Mentor
Winning Market Share in a Tough Economy
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.


