A common concern I hear from sales representatives is that they have trouble booking appointments to present their recommendations to their prospects. Everything goes well in the needs analysis meetings, but when it comes time sit down and present the solutions, the prospect won’t return their calls.
One of the biggest mistakes made by sales representatives is that they finish a needs analysis meeting or fact find with a statement like, “Thank you for your time, Mr. Prospect. I’ll get back to you when my proposal is ready.” Weeks of voice mail tag can go by before the next meeting, and by then all of the momentum created has long since been forgotten. (more…)
