What to do When the Prospect Says YES and Then Does NOTHING

Getting a verbal commitment from a client is always exciting - things are moving forward! Well, not necessarily, says Bryan Neale, a consultant at Caskey Training in a recent blog post. "If you're a professional salesperson, you probably already know this," says Neale. "If you're new or struggling, here's the tip - It's nothing until it's something."

"Deals go bad," continues Neale. "Prospects lie. Things change. All of these events can change the verbal in a New York minute. So what should you do?"

1. Watch what they do, forget what they say: If someone gives you a verbal, take it at face value and keep your own emotions and expectations in check.

2. Drive the process: Once the verbal comes, it's your job to drive to an end. Share the crystal clear steps: i.e., Thanks, Joe. Here is a document that outlines specifically what happens next.

3. Stay mentally behind the deal: Everyone around you will want to "get excited." Not you. You stay even-keeled. You get excited when the money hits your checking account.

Bryan Neale is a speaker and consultant with Caskey, a firm specializing in training and developing B2B sales teams through face to face training, teleconferencing, written material, custom podcasts and one on one coaching. Learn more at www.caskeyone.com

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