3 Kiss of Death Moments in Sales

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We have all been there at one point or another in our sales careers; you’re in the midst of a deal, engaging in conversations and meetings when all of a sudden – SILENCE. Silence – meaning that your prospect has stopped answering/returning your calls and is not engaging with you any longer. Whether at the beginning of the sales process or further along, one of the top signs that your prospective deal is going belly up is when suddenly there is a resounding silence.

Following closely on the heels of the silent treatment is when someone asks you to send them literature, or even a proposal. “Send me a quote” may as well read: “I’m busy now. Can I ignore you some other time?”

And let’s not forget one of the most difficult situations that sales people face – new players popping up when you’re already down the road in the sales process, stating that the stakeholder audience needs to be expanded and that others need to be involved. Unless it is your sponsor introducing you to the person or persons signing off on the deal and that is your last meeting, it is not likely to be helpful.

Similarly, beware the gatekeeper – the person who wants to control the situation by routing all discussions through them. When the time comes for purchase order signoff, a mystery person is introduced who suddenly needs to be involved as they are the one with the real power to finalize the deal.

Clearly it’s critical to avoid these situations by reassessing your sales process; ensure that you know or find out early in the process who it is that you need to talk to and ensure their interest.

Republished with author's permission from original post.

Tim Haller
Tim Haller has over 25 years of sales and sales management experience. He has delivered training and consulting to Fortune 100 clients across a variety of industries, including technology, business services, travel/leisure and biotechnology. Tim has trained hundreds of sales professionals to close business through the use of effective sales prospecting, negotiation, and closing techniques.

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