Sales Tip: Timing Is Everything
5 Techniques for Dealing with Unresponsive Potential Clients
You’ve done your homework. Your presentation was outstanding, but the prospective client is not in a buying mood. So what should you do? Try these techniques:
1. Know when the timing is right.
If your prospect seems distracted when you’re making your pitch, stop in your tracks. Say, “It seems that your mind is on something else. Am I right?” If the prospect admits that his or her mind is drifting, graciously tell him or her that you’ll call back or visit again later.
2. Don’t miss a beat.
Make sure you call back or drop in for another visit. Start from the beginning. Present your pitch all over again. Your presentation will sound fresh since the prospect wasn’t listening the first time around.
3. Give it another try.
Contact people who have rejected your initial offer, and tell them that you’re still interested in doing business with them. Share new information about your services and how they’re benefiting countless individuals and small business owners.
4. Keep the door wide open.
If your customer isn’t in a buying mood, he or she will resent any hard-selling efforts to change his or her mind. Say, “Thank you so much for your time.” This keeps the door open for future correspondence with this potential client.
5. Walk in your prospect’s shoes.
Remember that today’s buyers are strapped for time. They’re being pulled in a hundred different directions, just like you. If you behaved professionally despite their curtness and apparent rejection, you’ll outlast their negative moods and your competition.
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