Sometimes a salesperson gets lucky with an ultra-responsive prospect. Every time the rep sends an email, a response follows within the hour. When they call, the prospect picks up and makes time to chat. No matter when or how the rep reaches out, the prospect is sure to return a prompt reply.
Unfortunately, this is the exception rather than the rule. It’s far more common for a prospect to go dark after being responsive for a while. When this happens, the salesperson has to come up with creative ways to rekindle the conversation before the deal dies.
In these types of situations, it’s important for reps to realize that a prospect’s silence doesn’t reflect badly on how they’ve handled the sales process thus far. It’s not you, it’s them. For whatever reason, their interest in the sales process has waned temporarily, and nine times out of 10, it’s due…
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