Keep The Sales Process Going

 

If you hit a roadblock with a prospect, there may still be hope for the sale. Skip Anderson certainly thinks so. Founder and president of a sales training and consulting company, Anderson offers 10 responses to give to a “dead end prospect,” which he defines as “a prospect with which you’ve completed your selling process, handled any objections, and, despite your best efforts at doing a bang up job selling, have reached a dead end, without any clear reason why the prospect isn’t buying.”

It can be frustrating to think you’ve reached the end of the road with a prospect, but Anderson’s questions may help in furthering the sales process. While a couple of the responses may not apply to your particular service or product, try to re-imagine the reply in context of your product or service.

I’ve included a few below, and you can read the rest here. Do you think Anderson’s responses help the dreaded dead end prospect, or are they not enough to close?

• “Hmmm. I’m just wondering what it is I’m missing here. Will you help me out?”
• “Let’s talk about it for a few minutes, would that be okay? [then be silent]“
• “What changes would allow you to become interested instead of not interested?”