By Tim Adams
We’ve all been there before. You’ve succeeded in pitching your solution to an ideal prospect. They seemed genuinely interested and even requested a proposal. Now, they won’t answer your calls, return your voicemails, or reply to your emails. They have gone silent.
If you have been frustrated by such an experience, I guarantee that you are not alone.
The Mindset Of The Silent Prospect
First, we should try to understand the mind of an unresponsive prospect. As frustrated as they make you, you have probably been responsible for causing another service provider the same headache.
You got your quote, learned about the service, and, for whatever reason, you just ignored the follow-up calls. It could be that you zoned in on another solution more appealing in either features or price. Or maybe you just can’t bear to break the bad news to the provider who seemed so genuine on that last 30-minute conference call. It could also be that you are not yet ready to buy, and, being as busy as you are, you figure the provider will just figure it out and move on.
When it comes to complex sales, there are many potential reasons for unreturned phone calls. Don’t forget you are dealing with decisions requiring multiple buy-in from various people. Some could be on vacation, some will have their preferred providers, and others may not share the same level of “pain” as their colleagues.
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