Thoughtful Thursdays – We are interested, but it is not a priority
Today’s thought is about one situation where the sales cycle grinds to a halt. Your prospect says they are interested in your product and/or service, but there is no urgency to change.
What to do?
Are they really interested?
How can it be made a priority?
These are good questions that need to be answered. In my experience, further situation analysis will reveal the information and insights necessary to get the sales cycle back in motion. It may take more than one meeting with more than person.
- Have all the stakeholders been identified?
- Exactly what is the nature of the expressed interest?
- Is there enough demonstrated value?
- Has the value been quantified?
- Who does the added value affect most?
- Identify all the internal sales that need to be made. This relates to identifying all the stakeholders.
If the interest is genuine, answers to the above questions will help you determine what is necessary to raise the level of urgency.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
Please share Thoughtful Thursdays posts with people you feel may find the topic interesting and helpful.
Comments are closed.