Thoughtful Thursdays – Has your sales process stalled?
There are many reasons for your sales process to stall. It may be as a result of something you have done or not done. It could also be your prospect trying to tell you something.
Today’s Thoughtful Thursdays sales topic is about dealing with a stalled sales process.
It is imperative to correctly identify the reason why the sales process has stalled before thinking about the solution.
- Has their been a loss of urgency? Why?
- Is the opportunity still “live”?
- Has it been moved aside? What is the new timing?
- How do you re-ignite the urgency?
- Is there a new competitive situation? What is it?
- Ask your key contact
- Reinforce the value proposition
- Are there more stakeholders than you originally thought? Who are they?
- Identify and meet with any new stakeholders
- Have budgets been changed?
- What is the new time frame?
Whatever the reason might be for a stalled sales process, there will be a way to get it back on track. Asking the right people the right questions and analyzing the responses will help identify the issue and come up with an action plan.
Good Selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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