I thought I’d try something new. I’m not sure if it will stick. It will be up to this community. I’m going to post a common sales challenge. I’m hoping you’ll answer it. I want to know how this community handles many of the common sales challenges that continue to trip sales people up. If there are a good number of responses, I’ll post a challenge a week. I hope it sticks. There is a lot of sales horsepower in here. The answers could be super helpful to a lot of sales people and may even help someone make their number.
I figured I’d start with an easy scenario. This one should get some good discussion going. I think there are a lot of different opinions on how to crack this nut. Have at it. I’m looking forward to reading the answers.
You’ve targeted a large company that is a perfect fit for your offer. You’ve spoken with the buyer several times. You’ve presented to the buying team and they all loved your solution. At the end of the presentation your buyer asked you to call in a week to discuss next steps. He told you you’ve hit on all the key points, the solution is what they need. He says the deal is your’s.
You leave the meeting excited and go tell your sales manager the good news. A week later you call your prospect. No answer, so you leave a message. No big deal. A few days later, you realize you haven’t heard back from your prospect. You think, Hmmm, that’s odd. No, big deal. He’s busy. So you lob off an email and you leave him another message. The weekend goes by and no response, by the end of Monday your getting a little uneasy. Tuesday and Wednesday go by and still no response. You fire off another email and another call. Friday afternoon rolls around and you are starting to panic. No call. You’re killer deal looks like it’s falling apart. Full panic modes sets in. You start wondering, what has happened, what should you do. How do I save this deal? You’re in trouble. Or are you?
What would you do in this situation? Leave your thoughts in the comments. This is going to be fun.