Have you ever had a prospect tell you that they were “VERY interested” in your product, only to completely cut off communication for the next 3 months?
If you’re in sales, then I already know the answer is YES.
Lucky for us, Chris Voss has given us all a very simple and effective strategy to get this prospect to at least respond, which then opens up the opportunity to move the deal forward!
The Strategy
It honestly does not get any simpler than this strategy, which is one reason why it’s so effective.
In MOST cases, when a prospect goes dark, they aren’t picking up the phone. So email is your only shot.
You simply craft a one-line email that goes like this…
“Have you given up on this project?“
It’s easier to say NO than it is to say YES, so the concept of searching for a NO actually make this email easier for somebody to respond to without feeling like they are committing to anything.
The prospect might then just tell you why they’ve been distant, or this opens the door for you to ask what still needs to happen before they are ready to move forward.
It’s a win-win!
Summary
I want to keep this short and sweet, and the reality is that this is all that you need to know and do.
So the next time you find yourself chasing down a prospect, send this email to give yourself the best chance at saving your deal!
P.S. If you haven’t already, go buy the book Never Split the Difference by Chris Voss. I use his material every single day in sales because it works.
-The Legend
JakeMartincic.com 