Ever met with a prospect, asked all the right question, provided all the right answers, established credibility, value, fit and a solution that is perfect, asked for the sale....and then receive a vague response like, “I want to think it over”, “I’ll get to back to you”, “I’ll give this some careful consideration”, or “I’ll contact you soon”?
Whenever this happens to you, you’ve got to stop what you are doing and get clarification before you do anything else.
A simple way to do this is to ask, “exactly what does ‘(fill in the blank with lame stall)’ mean?” Or, “when you say ‘soon’, when exactly do you think that will be?” Or, “exactly who are the ‘powers that be’ anyway?”
You need to take control of the conversation to get specific answers from your prospect, because it’s impossible to pursue next steps in a sale if you don’t what they mean.
Do you know what I mean?
