A common question I receive from many of my sales coaching clients is why does a sale stop moving forward, even when you are saving them money. One moment it seems that the prospect can’t wait to buy, and then the next, for one reason or another, everything stops.
Below is the latest example of an objection that stalled a sale, as well as my answer on how to start to move things forward again.
Question: I have completed my sales process, and the next step is for my contact to talk to his partners. The problem is it’s been weeks and the partners haven’t met yet, even when I am saving them money. Any ideas how I can move things forward? – Derek, Denver, CO
Answer: Derek, many sales require a consensus from a group before they can close. However in this case, your contact may not truly see the value of your solution, and therefore may be hesitating in setting up a meeting with his partners to put your solution forward.
A great question that works well in situations like these is “Mr. Prospect, in your opinion, is this proposal the right solution for your organization today so that you would recommend it to your partners?” If your prospect says yes, great! The customer sees the value of your recommendation. Dig deeper as to when the partners will meet next and confirm your solution will be on the agenda. You can even ask to attend the meeting so you can answer any questions that may come up.
However, if your prospect says no, or hums and haws, he is not yet convinced of the value of your solution. The partners have not discussed your solution yet because the partner you are working with doesn’t think it warrants further discussion. He is just telling you an excuse as to why things aren’t moving forward.
You need to resell the benefits of your solution, or you may need to rework the solution itself. The prospect may also need to see further proof that you can do what you say you can do before he takes it to his colleagues.
To move forward, ask you prospect, “In your opinion, what would need to change in our proposal so you would recommend it to your partners?” This will open the discussion again so you can flush out the prospect’s true objection and proceed to move the sales process towards a successful conclusion.
For a free copy of an email template that will help you start a stalled prospect, visit the B2B Sales Connections Free Download Centre.
Susan A. Enns, B2B Sales Connections
Do you need some guidance with a sales situation? Then why don’t you join me in a Coaching Session like Derek did. I would be happy to help you in any way I can. You can also win free sales or sales management coaching here!
Do you want to close more sales in less time? A sales technique that uncovers the true objection of your prospects every time you use it is discussed in detail in the eBook, Action Plan For Sales Success.
To help you develop a better opening headline so you can open more doors more quickly, download our free white paper Creating Your Unique Value Proposition from the B2B Sales Connections Download Centre.