Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution.
In this blog, we will cover the 10 common symptoms that suggest you may accept put-offs from prospects and how that is affecting the strength and quality of your sales pipeline.
While we are hoping to hear yes after our presentation, sometimes we hear a no. But how many times are you hearing “I need to think it over”?
Think about the last 10 sales opportunities in your pipeline that didn't convert to a "yes." How many of them are still in the pipeline because you are “hoping” for a yes while they “think it over” and get back to you?
Now ask yourself what percentage of the time when you allow “TIO”, do you actually get the business? My guess is that, if you are like the rest of us, that number is pretty small. So let’s stop kidding ourselves about the strength of our pipeline and quit accepting “think it over” as an answer.
Since we agree that “TIO” is not the most effective strategy for closing more business, let’s look at some of the symptoms. You may not identify with all of these but it only takes one to derail your sales effectiveness.
Eliminating “TIO” is easier than you think. First, let’s agree that it’s OUR fault. If you have a sales process that allows for “think it over”, then you are going to get the “think it over" response every single time.
If you don’t have an effective sales process, then what are you waiting for? It's time to get one and follow it consistently.
Stop fooling around with prospects that want to “think it over” and go sell something!