New Jersey Entrepreneur

You?ve had several meetings with a prospective client. His last words were, “Everything looks good. I need to tie up a few loose ends. I?ll call you next week so we can make this a done deal.” The sale is not completed, but you?re comfortable telling your sales manager that it?s just about “in the bag.”

Next week has come and gone, but no phone call. You?re thinking, “He?s busy. It probably took a little longer to tie up those loose ends” and you decide to give it a day or two more before you call him.

Two days go by and no call. And, when you call him, he?s not available. You call back later and he?s in a meeting. So, you leave a voicemail message. Another day and still no call. Frustration and disappointment turn to fear and panic. You counted on the sale. Your sales manager counted on the sale. And now, your prospect --- and the sale --- have disappeared.

Been there? Of course you have.

“Become Perpetually Unavailable” is one of the rules by which prospects play the game of sales. Once they have the information they need from you --- you delivered your proposal and they viewed your presentation --- they disappear. They now have an opportunity to take your information and compare it to your competitor?s information. Or perhaps, use your information with the competitor as a bargaining chip to secure a better price or some other concession.

What can you do to protect yourself from this scenario? Here are a few suggestions.

David Sandler recommended “keeping one eye over your shoulder all the way to the bank.” In other words, never assume the sale is “in the bag.” Prospects are very skilled at keeping salespeople on the hook. They don?t want to cut you loose too soon?just in case they need some additional information. So, they string you along with promising praise. The next time a prospect says everything “looks good,” ask him exactly what that means.

Give prospects permission to tell you the truth?especially if the truth is that they are not going to buy from you, or perhaps, they?re just not comfortable with the way a meeting is progressing or some aspect of your product or service. Tell your prospect up front that if at any point he begins to feel that there is not a fit between what you have to offer and what he is looking for, it?s OK to say so. Also, continually ask your prospects, “Is there anything you were hoping to see or hear that I haven?t presented?” “What else do we need to discuss?” “What additional information will you need?”

Your job is to uncover the truth?even if it?s not what you want to hear. The sooner you discover potential problems or deal-breakers, the sooner you can address them. And, if one of those issues can?t be resolved, you disqualify the prospect. Then, you can “disappear.” That is, you can redirect your efforts to uncovering more viable opportunities rather than chasing a prospect who is unavailable.

Don?t accept weak commitments from your prospects. If a prospect says she is going to call you next week, ask her for a specific day and time. Treat it as an appointment, write it in your calendar, and ask her to do the same. Review the purpose of the call and what will be accomplished during the call. If the prospect is reluctant to make the commitment, consider that a sign of the prospect?s eventual disappearing act.

Be honest, assertive, and up front with your prospects. Encourage them to be honest and up front with you. Then, you?ll spend more time developing opportunities and far less time chasing prospects who disappear.

Danny Wood, an affiliate of the Sandler Sales Institute, is one of New Jersey?s most respected sales force development experts. His work has been recognized by business leaders and corporate managers for providing their people with the aptitude to realize millions of dollars in additional business that would otherwise have never materialized or would have been lost to competitors.

To receive free weekly sales tips via email from Danny Wood, call 201-842-0055 or email danny@dwesalesgrowth.com.