Dead Silence From Your Prospect : The Worst Sound Of All
Could this be the worst moment in your selling cycle?
You’ve done all the right things with your prospect:
You’ve identified a real need and developed a reasonably solid relationship.
You’ve determined that your prospect is interested in your solution.
You’ve had a couple of great meetings or conversations that let
the prospect move the sales process forward.
You’ve supplied everything needed to make a final decision.
And you’ve followed up, as customary, by leaving messages or e-mails to see if you can get a final decision, But instead, all you’re hearing is dead silence.
Not a word. Not a peep.
“I don’t get it,” you say to yourself.
“Everything was going so well, there’s definitely a fit, we had a good relationship.
Then, all of a sudden, nothing.
What went wrong?
I know this feeling well because just about everyone who gets in touch with me (and I speak with dozens of you almost every day) struggles with this exact desperate situation —...
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