Have you ever spent time building and nurturing relationships with clients only to have them suddenly shut down on you? They don’t return your phone calls, respond to your emails or give you any reason for their disappearance. It’s a common complaint I hear from salespeople. What do you do when a hopeful prospect suddenly goes silent?

On today’s episode of Grow My Revenue, I answer that question (and others) and give you some practical advice and strategies on how to handle situations that once seemed promising then suddenly turned cold.

No matter where they are in the sales cycle, the primary goals of a sales professional are to first ensure a “fit” exists between a customer and an organization; then, to ensure the customer’s needs are met. You want your products, services and expertise to pull clients in closer, not push them away.

Whether you’re in the early phases of a sales conversation or you’re on your second or third meeting, how you engage with clients can signal whether you are in “push” mode or “attraction” mode. When clients shut down, it usually means the scales have tipped too far into “push” mode. So when clients shut down, we have to look inside ourselves and ask, “Is there something I’m doing that makes me sound like the pushy salesperson?”

Today, we also discuss the effectiveness (or lack thereof) of proposals. And I share a super deal for our new membership community, Same Side Selling Academy. Listen in for those topics and more on this solo edition of Grow My Revenue.

Listen to this episode and discover:

  • Why clients go radio silent even after you thought things were going great.
  • What to do when you are more passionate about solving your clients’ problems than they are.
  • What “Entice, Disarm and Discover” means, and how to apply that concept in sales situations.
  • Why drafting proposals is a waste of time.
  • And so much more…

Episode Overview

In Same Side Selling, I talk about a highly-effective sales tool called the concise business case, which is a summary of the same side quadrants. Same side quadrants, of course, is a unique method of taking notes that allows the sales professional to gather pertinent information in a sales conversation.

In my estimation, when you take notes appropriately and summarize those notes in a concise business case, there’s no need for writing proposals anymore. So if you’re someone who tends spend a lot time and energy writing proposals, you’re going to love this one time-saving strategy.

And speaking of strategy, if you want to be part of a community that offers a ton of proven strategies for increasing your revenue with integrity, you’re going to want to hear about our introductory promo offer for Same Side Selling Academy.  Tune in to hear how you can join on this edition of Grow My Revenue podcast.

Today, you’ll learn:

  • Why clients fall off the map, even when you thought things looked promising.
  • What to do when that happens.
  • How to follow up with prospects without writing time-consuming proposals.
  • Where to learn more about our new Same Side Selling Academy.

When you listen in, you’ll hear why clients shut down and what to do when that happens; why writing proposals is a waste of time and how you can take advantage of a complimentary promo deal for our new Same Side Selling Academy. It’s a limited time offer that you won’t want to miss.

Resources

– Mark Bowden | Successfully Reading Body Language

– Phil Jones | Learn ‘Exactly What To Say’ in Sales Conversations

– Sign up to receive an invitation to the Same Side Selling Academy

– Ask your questions here!

Also Sponsored By:

THE RUHLIN GROUP

Check out John Ruhlin’s new book Giftology. John is a brilliant guy, and his book is sure to be an instant bestseller.

What’s On Your Mind

As always, this episode provides inspiration, entertainment, and an actionable message that can drive remarkable results. If you have any questions for a future episode, contact me.