One of the most frustrating things that happens to us as salespeople is that we have a promising meeting with a prospect, then we follow up and nothing happens.
In this week’s post I’m going to discuss how you can overcome this. Hit play on the video or keep reading!
“A prospect I thought was really hot hasn’t got back to me when they said they would. What shall I do?”
This is a really common question and something that most salespeople will experience at some point or another. Firstly, let’s look at why this has happened. The chances are, the prospect hasn’t been qualified properly. Qualifying your prospects early on in the sales process is absolutely vital. Use the model BANT, ask the right questions and establish they have the BUDGET, the AUTHORITY, a NEED and establish the TIMEFRAME they’re working to. (Download a document of ’42 Questions to Qualify your Prospects’ at the end of this post!)
Firstly, be persistent– it might be that your prospect is genuinely busy and they simply haven’t had the time to respond to your emails. Continue to gently nudge them and don’t give up until you get an answer.