A new email pops up in your inbox. It’s a name you don’t recognize, but the subject line says- “Pricing info.” You open the email to find that it’s someone who found your information online. They’re interested in your product and they want more information. Even better, they want to know if you have time for a phone call later this afternoon.
It’s every salesperson’s dream, right? If only more prospects would magically appear in your inbox.
You have a call with the prospect and he seems very interested, but he needs more information. You have a face-to-face meeting with him. Then another call. You mail out information and send some follow-up emails. Soon, the excitement of the initial email wears off. What once seemed like a sure-thing now seems like it may not happen at all. The sale has lost all traction.
Every time you try to move the process forward, you get the same response – “I need more time.” Or maybe, “I’m still thinking over my options.”
What he’s really telling you is that he’s not interested, but for any number of reasons, he won’t come out and say it. Why would someone ask for information on a product they don’t intend to buy? Maybe they really do just want information. Maybe they realized the product was outside their budget. They could have put the cart ahead of the horse and subsequently realized they don’t need your product quite yet. [Read more…]