It’s frustrating when a promising sale suddenly stalls. Communication ceases, calls go unanswered, and the deal collapses. This can trigger a sales slump, leaving you wondering what went wrong.
One key factor is building genuine rapport. Prospects are often wary of being “sold” to, even if they have a genuine need or interest. The key is to focus on authentic care and understanding. I’ve found that I’m most successful when I genuinely like the person I’m working with, and they, in turn, feel comfortable with me. This requires genuine connection, not manipulative tactics.
How do you achieve this? Start by listening. Many salespeople are so focused on pitching their solutions that they forget to ask crucial questions: What are your needs? How can I genuinely assist you? Approaching the conversation with a sincere desire to serve, rather than simply close a deal, significantly increases prospect engagement.
But what if you’ve done everything right, and the prospect still disappears? Here are some common reasons:
1. **Lack of Qualification:** The prospect may not have been genuinely qualified to buy in the first place, perhaps lacking the budget or authority but hesitant to admit it.
2. **Hidden Influencer:** The prospect may not be the ultimate decision-maker and is unwilling to disclose this fact.
3. **Unconscious Bias:** Something about you, your approach, or your company might trigger a negative association in the prospect’s mind, reminding them of someone or something they dislike.
4. **Unexpected Circumstances:** A personal emergency may have arisen, causing the prospect to temporarily disengage. They may reconnect once the situation is resolved.
5. **Competitive Intel:** The prospect may have been a competitor gathering information.
Regardless of the reason, remember this: treat every potential buyer with respect. Let’s all commit to being considerate and transparent when we’re on the receiving end of a sales pitch. A little professional courtesy can go a long way.