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SalesDog.com
Your number
one destination for sales success! |
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SalesDog.com is your number one destination
for sales success! For the past seven years,
we‘ve worked with America’s leading
sales experts to bring practical selling
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managers, business owners and entrepreneurs.
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took the time to learn sales and motivation
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Tina LoSasso
Managing Editor |
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This Week's Column
Escaping the Land of No-Decision
The Land of No-Decision, you know the
place: it's where some of your most promising
deals grind to a halt. Craig James shares
some tactics and strategies you can use to
extricate yourself from this sales wasteland.
There are three points in the sales process
where a deal is likely to slow down: after
you've made your formal presentation, after
you've presented your proposal, and when your
contract has gone to Legal. Because the last
of these is less a matter of "selling"
your decision-maker and more a matter of getting
the prospect's attorneys to get on with it,
we're going to focus here on the first two
situations, since they require us to use our
skills to close our buyer.
Let's start with what strategies we can employ
to try to prevent a deal from slowing to a
crawl.
Establish dates for next steps - yours
and theirs
You should, of course, be doing this at every
point in a sales engagement, but it becomes
even more critical after you've reached the
presentation/proposal evaluation stage. Why?
Because it's at this point that . . . (continued)
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PREVIOUS
COLUMNS:
Preparation
Equals Negotiation Success
Wowing
Your Prospect
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