Congrats! You made it all the way to the end of a sales call!
You covered everything you were supposed to, and yet, the prospect turns into a slippery soap bar and gives you the good ol’ “I will get back to you.”
You were ready to deal with the “It’s too much money,” or the “I am not ready to do this yet,” or even the “I need to talk to my partner.”
But what about “I will get back to you”? That just shows that the prospect is not looking to engage in a conversation.
At that point, your main goal is not to close a deal, but to find out what the real issue is.
Sure, you’ll get back to closing in a minute, but right now, it’s time to get the conversation back on track.
Saying something like, “In my years of experience, I know that if someone tells me, ‘I’ll get back to you,’ there’s usually an issue that wasn’t addressed. Is it the price? The product? The agreement length?’
Once you find out what the real reason is, dig in deeper. “What about the ___? How can we make it work?”
Don’t be afraid to ask questions to uncover the real issue. Do that with confidence, to get back in control of the conversation.
Remember, hurdles are not walls! You can (and you should) jump over them and get to the finish line.
573: Making time for strategy with Richard Medcalf
572: Navigating the start-up journey with Ovi Negrean
571: Plan Better with Joe DiSanto
570: The Hidden Value of Content Creation with Derek Clelan
569: Building a Business With A Strong Purpose With David Ferrera
568: How to Maintain a Solid Remote Company Culture with Antonella Pisani
567: B2B marketing key insights
566: Time Management for a Healthy Mind
565: Nonprofit Doesn’t Mean No Profit
564: Managing a Customer Success Team Remotely
563: Scaling Remote First Productised Service
562: Creating Superfans
561: Leveraging Books for Business Growth
560: Building Trust in a Remote Team
559: Scaling a Freelance Business with Sagi Shrieber
558: Interview with Susan Meier
557: Supercharging Performance Across Remote Teams
556: Unlock your full potential with Jeni Raitsin
555: How To Scale Your Business with Nick Bradley
554: How to get a lasting business impression with Glenn Poulos
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