You’ve finally done it! The prospect that you started working with and then went dark has finally come back to life!
They are asking for some updated information and pricing, they say they want to take another look at your company, and you’re starting to get excited that all of your follow-up effort has paid off.
Then it happens…again. They take your updated information and vanish off the face of the earth once again. That’s enough to make you want to quit sales all together, right?
However, if you knew to ask this one question, and then dig in a little bit, you would have given yourself a MUCH better chance at getting REAL engagement and closing a deal…
What to Ask
Ideally you set up a call or visit and ask this in person, because email makes it way too easy to ignore questions like this.
As you start the conversation with prospect you ask…
“Why are things different this time?”
Make sure you get real answers to these questions! When you do, this is going to get you (maybe for the first time) in true communication with this prospect.
They are coming back to you for a reason, not just to look at datasheets and waste time. They have a problem to solve, and this is how you will pull that information out of people so you can actually help them!
-Jake Martincic
P.S. If you want to truly become a selling master, and gain the skills needed to sell any product in any economy, go check out Cardone University.
You can also reach out to me on my home page, and I’m happy to give you some information that you can use to get a quick win in sales!
Thanks for reading!!
JakeMartincic.com 