Unsticking the Stalled Sale

I can't tell you how many salespeople we engage with have opportunities on their pipeline that have just fallen off a cliff. They say that they've had typically had productive conversations,  were asked for more information, all with a promise that we will talk again. So, what's going wrong opportunities that are stalling or feel stuck on your pipeline?

The first thing to know is that it's nothing that you did or nothing that you said. But keep in mind there is ALWAYS a reason. On occasion a prospect you meet with may have exceeded their area of responsibility by speaking with you and really have no authority to decide, even though they sounded interested and important. In other situations, a prospect may have been seeking a solution to a problem, but then as they got closer to decision time, they realize the workload involved. Some prospects just don't have the appetite for the organizational energy needed to secure a decision and ensure proper execution. Others realize that certain purchases or projects aren’t worth the career risk. And in some cases, your competition has presented compelling offer and value proposition. 

The Good news? There are several things you can do to stay out of what master sales coach John Orvos calls "maybe land." Here is a list of tactics that you can follow to avoid stall sales:

1. Plot a three-meeting strategy that includes some form of a coffee talk meeting, a discovery meeting, and another meeting to play back with a prospect heard before you go to final proposal. The playback meeting is the most important because you’re basically presenting a proposal without the money and gathering feedback for a final proposal. We call this a proposure - part proposal, part brochure. At the end of this meeting, you should ask "If the investment is in line with budget, can a decision be made?" How the proposure also works? Rough layouts often sell better than final ones. A proposal without prospect input and engagement is just that  - it's too final, too soon. 

2. At the end of every meeting whether it's a phone call, face-to-face meeting or an online video conference, always reserve the last five minutes of the meeting to play black what you heard from the prospect. This is critical because the prospect wants to know that they've been heard, and you want to know that you're in alignment with need and value. Playing key points back to prospects also validates and affirms them and builds trust in you, your company and your solution. It also distinguishes you from the competition.

3. Don't be afraid to ask about decision processes, or internal approvals because you need to be able to know how to satisfy those requirements, and gauge how you prepare for each step in that process.

4. Ensure that you know enough. Too often salespeople are asked for a proposal, dutifully create one and then email it in hopes of appearing responsive and appealing. The last thing you want to do is produce a proposal that's not informed and at a time the prospects has shown you little if any commitment. To keep your sales from stalling, you need continuous prospect engagement.

There is more to keeping your sales unstuck. Give Bill Walton a call at 917-439-3271 or email him at bwalton@billwaltonsalestraining.com to learn more.