Walking away from a prospect is hard. You’ve invested your time, energy and resources in hopes of converting into a sale. You’ve established a quality relationship and been flexible to their needs (which is sometimes part of the problem), so how can you just walk away from the sale?
You’ve done all you can for them up to this point, and giving up means you’ll walk away with nothing to show for it. This is especially true since this is one of the few prospects in your pipeline that you’ve actually followed up with.
On average, 48% of sales reps won’t even make a single follow up attempt. The truth is that your fortune is in the follow up because 80% of sales require at least 5 follow up attempts after an initial meeting.
This is one of the toughest things for sales professionals to do, and more often than not, the most frustrating. You talk with a prospect who tells you all of the information you need to know, you determine their pain points and when it comes down to pricing, they just can’t quite swing it.
So, you do what you have to in order to get them a discount. They say is all sounds perfect, but don’t buy on the spot. Instead, they give you a date that they’ll pull the trigger.
Said date finally rolls around. You’re banking on this sale to be finalized when you do your forecast for quota, and like it’s happened a million times before, you can’t get a hold of them, or they’re still not ready. Now the games begin.