If you’ve been in sales for any amount of time, this scenario probably sounds familiar to you….
A sale rep has a meeting with a prospect, and the meeting seems to go great. The prospect has a definite need for the sales rep’s product. The prospect asks a lot of questions about the product and seems interested. The sales rep diligently explains all the benefits and demonstrates how the product would meet the prospect’s needs. It couldn’t go any better.
In her meeting with her manager, the sales rep expresses confidence about the prospect and declares that the sale should close very soon. But then something changes. The prospect won’t commit to a follow-up meeting. Then he won’t return calls at all. The sales rep tries to salvage the sale, but isn’t sure what went wrong.